The Efficient Advisor: Tactical Business Advice for Financial Planners
162: How to Have More Impactful Conversations Through Motivational Interviewing With Jeremy Keil
<p>Ever wish you knew an Advisor who built a 7-figure practice--while only working 3 days a week--that was willing to share her systems, processes, and business hacks with you? Meet the Efficient Advisor Podcast host Libby Greiwe. Her specialty? Breaking down the functions of a financial planning practice into actionable step-by-step processes designed to get you results and get you out of overwhelm. Expert interviews, done-for-you templates, and easy to implement solutions… all tied together by her MISSION to create ease in your business. She promises to deliver actionable step-by-step solutions you can implement right away to save time, money, and frustration. The goal--to lead you from overwhelm to efficiency. She started her own financial planning business in 2004. And, over the years she scaled into a 7-figure single-advisor firm while working only 25-hours a week so she could be super involved while raising her kiddos and loving on her hubby. She knows what it takes to build a 100% referral-only practice and to not have to GRIND out the hours to be successful. She ran her own planning business for 16 years culminating in a sale to an enterprise firm in 2019. Now, she’s simply just obsessed with helping other amazing advisors do the same thing. So if you’re an advisor who’s got the hang of planning and is now looking to grow to that first 500k of take-home pay… you are in the right place! </p>
Show Notes
Empathy and support are essential components of the advising process, but sometimes it’s hard to connect with clients on such a deep level. Our guest today, Jeremy Keil, shares some powerful and effective tools he has used over the years to strengthen his relationship bond with clients.
In this episode, Libby and Jeremy dissect the following three levels of communication:
Surface-level
Goals and underlying motivations
Vulnerable, profound discussions
While all three levels are necessary to building trust and meaningful relationships, it’s the third level of communication—vulnerable, profound discussions—that cements an advisor's indispensability. Jeremy's insights on asking strategic questions are key to building lasting bonds with your clients.
Libby and Jeremy discuss the transformative power of motivational interviewing, a nuanced form of communication that can strengthen the bond between financial advisors and their clients. Originating from psychology, motivational interviewing helps guide discussions about change and helps clients articulate their financial goals, while highlighting the importance of tailoring advice to a client's unique life situation.
Whether you're a seasoned financial advisor or new on the block, this episode is laden with strategies and insights to communicate with intention and foster trust with your clients. Let’s go!
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LINKS FROM THIS EPISODE:
Check out Jeremy’s website here
Connect with Jeremy on LinkedIn here
Websites Mentioned:
Welcome to the Motivational Interviewing Website! | Motivational Interviewing Network of Trainers (MINT)
Books Mentioned:
Motivational Interviewing: Helping People Change and Grow
Check out The First 100 Days Course: The Advisor's Blueprint for a Remarkable Client Experience HERE!
Learn more about T2MWorks HERE!
Learn more about Asset-Map financial planning software HERE!
Learn more about our sponsor Beemo Automation HERE!
Check out the Efficient Advisor YouTube Channel HERE!
Connect with Libby on LinkedIn HERE!
Successful businesses don’t get built alone. You need community! You need collaboration! Join us in The Efficient Advisor Community on Facebook.
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