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When You're Trying To Solve A Problem, Should You Start With Why Or What?

I recently have started hanging out with Susan Bradley and the gang at Sudden Money®We’ve been having an interesting and in my opinion useful conversation about the order of dealing with client issues.

The question is: When we’re working with a client on a problem, should we start with "why" or should we start with "what?"
Another way of looking at this is that starting with intention would be starting with why. Starting with purpose would be starting with what.

In most circumstances, starting with why makes the most sense. 
I’m a big believer in having a corporate and personal mission statement. This mission statement is something that should be incorporated in everything you do, have no more than ten words and be able to be answered with a yes or a no.
If we’re starting with a mission statement, then starting with why makes a lot of sense. If we’re starting with solving a problem, then starting with what and checking in to see if the particular what fits in with our mission might be the logical starting place.
Many times we want to do “stuff” in our business. We believe that if we’re not doing anything, then we’re not providing value to our customers. I’m not sure this is true. Often doing nothing is the best thing. This is why so many advisors have turned to charging asset management fees instead of commissions for trades. Doing nothing is often the best thing and we’re getting paid for giving the best advice, not making the most dust.
I think this ties into starting with why instead of what. When we start with what, we’re setting ourselves up for doing something. When we start with why, we’re taking a break to make sure that before starting action we’re doing the right thing. 
I know that in my own personal life, when I start with why I often get a much better result than when I start with what.
Starting with why forces us to become thoughtful about our next step. When we start with what we’re not asking that question. Instead we’re saying here’s a problem and let’s start.
I think this issue is one that I’ll be able to spend a great deal of time thinking about. I’m anxious to hear your ideas. Please share a comment below about whether you think starting with why, what or something else is the most appropriate way to deal with a problem.

 

Questions?

How and why does the Advisor Products system work?

In today’s times, when consumers have become more demanding and tech-savvy, financial advisors must use content marketing to attract, inspire, engage, and convert their prospective customers.

A good content strategy is focused on developing and distributing consistent, valuable content to engage and retain prospective customers and target audience, via your website. Our content library provides financial advisors with fresh, high-quality financial content that is updated regularly, improving SEO along the way. And our automated e-newsletter and social media tools allow advisors to reach out to clients and prospects in an easy-to-use manner, providing frequent touch points for optimal brand building.

  • Differentiate you from competitors
  • Expose clients and prospects to your brand message more frequently
  • Build an ongoing relationship with customers
  • Increase your follows and fans on social media
  • Drive more prospects to your website
  • Help convert prospects into leads
  • Increase number of pages indexed in Google
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