First Appointment Interview Techniques for Different Clients

When meeting clients for the first time, it is critical to get the conversation right from the start.  In this session, Wayne Lear CFP® (with over 25 years client experience) and Helen Parker (currently undertaking a PhD in Emotional Intelligence for Financial Planners) will share with you their techniques, words and approaches to:

• Creating strong openings for meetings - 3 ways to start interviews to build trust and rapport
• Using ‘big picture’ roadmaps and metaphors to explain what you do
• Gaining creditability when you are much younger than your clients
• Holding back and reading the situation well – knowing what to ask
• What we can learn from Oprah and Dr Phil – demonstrating empathy and making clients feel comfortable
• Words and motivational interview techniques you can use for 3 common client situations:
  • Client isn’t sure what they really want
  • Client is in an emotional transition point e.g. redundancy
  • Client is anxious and potentially distrusting of advice

If you have come across some difficult situations you would like explore, please send them to us so we can tackle them in the session for you.   Email to: professionalservices@fpa.asn.au

Helen and Wayne have been described as the “missing link” in relationship training specifically for financial planners.  We hope you can join us online for this unique and highly relevant session.

CPD points

Earn 1.25 CPD points

Feedback

• “I found Helen’s psychological approach coupled with Wayne’s practical Financial Planning experience, extremely complimentary”
•  “The real life scenarios were great and the backing up with research data provided credibility.”
• “This workshop reiterated how important the emotional aspect of my relationship with the client is.”

Presenters

Helen Parker PhD Candidate University of Sydney

Wayne Lear Principal Conscious Money

How does it work?

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