‘If the only tool you have is a hammer, you tend to see every problem as a nail’, says Abraham Maslow, creator of Maslow’s hierarchy of needs.
get the daily news delivered to your inbox
Maslow believed that people have the need to increase their intelligence and thereby chase knowledge.
In our profession, we can provide much reassurance to our customers by demonstrating to them that our continual professional development (CPD) is to their benefit. They are not interested in what we do, only in what we do for them. So, how does your CPD benefit the client and how can you demonstrate both your CPD and the ways in which it works?
Download our news ticker
Service charter
One way is to include a statement in your client service charter that you will ensure that clients have the best possible mortgage and insurance policy for their needs by continually reviewing the marketplace on their behalf. Another way is to show that qualifications are relevant to the advice activity. This reassurance helps the client understand the need to provide all relevant financial information and, hence, identify a wider range of needs.
register for the next forum
CPD, when focused on the needs of the client, becomes a virtuous circle. More tools in the box means more ways of solving problems, fairer treatment of clients and more business opportunities.
