BLUECHIPCLIENT
BLUECHIPCLIENT ENGAGEMENT | Behavioural financedecisions. And this is the crux: a financial planner’s work is not justabout the money. After all, money is simply a means to an end. Idon’t believe you can help clients make sound money decisionswithout helping them make decisions about their life as well. AndI believe that you can do that best by adopting a Coaching Wayof Being.After all, moneyis simply ameans to an end.What do you mean by a Coaching Way of Being?A “Way of Being” describes how you turn up with your clients.If you turn up as the technical expert who sees your technicaladvice as your real value-add, you can provide great advice, butas I mentioned earlier, it could be wrong, or it just doesn’t landwith the client.By adopting a “Coaching” Way of Being, you turn up in a waythat recognises that the client is the expert in their life and thattaking responsibility for their own decisions is key to their financialhealth. Most importantly, the financial planner turns up mindfulof the fact that the person in front of them is their client, not theclient’s money.How do you develop a Coaching Way of Being?Just like when you learn to ride a bicycle, you can only learn it bydoing. So, it’s a way of being that I believe can only be learned bydoing. You can’t learn it by reading a book or watching a video.The key is in the doing and the practicing.I have run several behavioural coaching programmes designedto help financial planners develop a Coaching Way of Being. Inthese programmes, we develop key interpersonal skills such asbeing present, curious, showing empathy, asking good questionsand listening deeply.I don’t believe you can help clientsmake sound money decisionswithout helping them makedecisions about their life as well.Adopting a Coaching Way of Being also demands high levels ofself-awareness, self-insight and self-management skills, which infact are the foundation of this way of being. An encouraging aspectof learning to work in this way is that it not only impacts how yourelate to clients, but feedback from the programme participantssuggests that they have found it useful in their personal lives andin how they relate to colleagues, family and friends. If you are interested in learning more about how todevelop a Coaching Way of Being, you can contact Rob at:rob@coachingwayofbeing.com
