Gill Cardy: Do you really know what your client needs from you?
By Gill Cardy 11
th May 2021 2:20 pm
I have participated in a couple of training sessions lately which have made me think more about the advice process.
The Kinder Institute Evoke training encourages us to open the client conversation by asking, “what brings you here today?”. We are discouraged from asking more questions or interrupting, especially in the early stages, instead giving clients clear permission to say what is uppermost in their minds and then to follow their agenda.
There is an evidenced physiological reason for this, quite apart from the usual benefits, such as “clients will pay higher fees”.