Get to know your clients…intimately
Wouldyou like to get to know your clients, intimately? As tempting as it sounds, the truth is that most financial planners don’t. Except, that is, for Carolyn Berezovsky.
Berezovsky, a financial planner with Barbacan Benefits, is passionate about building intimate relationships with her clients.
The Queensland-based adviser, who will give a presentation at the Queensland Financial Planning Association (FPA) conference on exactly how financial planners can establish a more intimate relationship with their clients, says all too often advisers do not know their clients well enough to understand what they really want.
“As financial planners, we regularly ask our clients to provide intimate details about their finances and their private lives, but all too often we try to get them to just do what we want them to do. That is not a relationship,” she says.
Berezovsky, while remaining coy about exactly what her presentation will include, says financial planners should be prepared for some major surprises.
She says her aim is to put financial planners in the shoes of their client, even if momentarily, in order to leave them in no doubt about the value of building closer relationships with those who are seeking financial advice.
“I will try to bring the presentation to life by trying to get financial planners to find out what it is like on the other side of the desk,” she says.
“It is only by being in that position that you can find out what clients really want.”
AUTHOR
George Liondis
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