Building Relationships with Clients
Suggested Strategy: Using a Rating Question, the person you are coaching is put in a position where they must evaluate their own efforts to build relationships with clients, rather than just execute the transaction.
Suggested Questions:
Î Rating Question: On a scale of one to six, with six representing that you focus an equal amount of effort on building a relationship with your clients as you do on the transaction itself, and one representing that you put no effort at all into the relationship, where would you rate yourself and why? Î Risk Question: What risks do you think you might mitigate by building a relationship with your clients as well as meeting their needs in the transaction? Î Self-Actualized Question: What actions do you think we can take together to help you find a balance in placing your efforts between the transaction itself and the relationship with the client?
Suggested Activities:
Î Whiteboard Coaching: On the left side of a whiteboard, write down how the individual thinks their clients would describe their relationships with them. On the right side of the board, write down how the individual would describe what they think an ideal relationship from a client’s perspective might look like. Then, erase the left side of the board and work with the individual to create a strategy for the individual t o take as they work with clients to reach the description on the right side of the board.
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