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

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

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

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

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

"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

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

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

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
Planner starts meeting goals
Knowing your strengths