Competition between financial planners is very intense. They are given
lofty goals for attracting new accounts and for increasing the assets
managed for their existing clients. Daniel Davis, a new financial planner,
was finding the situation very stressful so he turned to a professional
business coach to help him achieve the
goals set for him.

The Symptoms
An effective financial planner must be excellent at sales, relationship
building, math and prognosticating in addition to knowing and studying
the financial opportunities and regulations for his or her client. Not
surprisingly it is difficult to find an individual with all these qualities.

Davis enjoyed all aspects of being a financial planner yet realized he was
lacking the skills he needed to be a great salesperson. He sought help
from a professional coaching program.

Assigned to work out of banks located in
Meijer and Kroger grocery
stores, Davis realized he needed a professional coach.

Coaches understand it is quicker to redirect than it is to change them.
Davis had a tremendous heart for helping other people. If he were to be
successful he would have to focus on a servant's heart as the driver for
his salesmanship.

In the grocery stores Davis was required by the bank to approach people
in the store to let them know financial services were available at the
bank. His personality did not allow him to handle this task comfortably.

Davis saw this act as impolite, rude, and obtrusive to the shopping
experience. He would break out in a cold sweat just thinking about
walking the aisles in search of victims/customers. However it was a
mandatory requirement by the bank.

The Diagnosis
His coach redirected Davis’s vision of this difficult, for him, marketing
process. Playing to his servant's heart his coach inquired whether or not
he would be able to walk up to short people and help them reach boxes
or cans off the top shelf or to help the elderly place heavier items in their
shopping carts.

"Of course I can," he exclaimed. "I do that all the time. I enjoy it."

"Excellent!" his coach replied. "Do they thank you for the help?"

"Normally they do."

"And then what do you say, Davis?"

"I say something like, 'Have a nice day.'"

The prescription
The conversation continued and Davis realized that instead of simply
providing good wishes he could say something to the effect of "it is my
pleasure. By the way I work at the bank at the front of the store and
help people make solid financial decisions."

This approach was well within his comfort zone. He did not see it as
intrusive -- instead it was just normal relationship building.

Future Prognosis
Davis says coaching "provided the necessary tools to achieve more than
I had first thought possible. The consistent coaching prevented me from
losing sight of my various goals and more importantly made me aware
of abilities."

Use this case study during workshops, coaching sessions, self-
development, or team meetings about:

"Dr. Max" shares his success stories by looking at the symptoms of a
business problem or opportunity, his diagnosis of same, his prescription
for success, and the prognosis for the future. For more case studies,
click here.

©2016 Max Impact, Rochester Hills, Michigan, USA
Financial Planner
learns to hit goals