What are the most valued attributes that a financial consultant can offer to his/her prospective client? This goes hand-in-glove with the success of the consultant and more importantly with the reputation that one wants to have.
First, in general, honesty. When discussing how a finance program works, spell out all of the terms and conditions required and fully describe how the process takes place. Include the most concerning items like re-direction of cash to the factor’s bank and notification of debtors. Also if asked a question whose answer you may not know, you can say that you don’t know, but you will research it and provide it to them shortly. Next is product knowledge. Study and learn from your funders about the products and the essentials needed to qualify the applicant. You are not expected to be the expert regarding every product however you should be able to fully discuss how it works, the requirements and about how long underwriting takes for each.
The one attribute however that surpasses the others is your ability and determination to respond to the client and to make sure when you say “I’ll get back to you,” you do it. Rapid response is a real credibility builder, even if the first response is that you are tied up at a meeting and you will call in 40 minutes. Make sure that you get back. This is a client that is in need of money and he/she needs to make decisions, so be responsive, and punctual….even with bad news. Nothing feels better than to have a client say “this consultant always get back and quickly.” That is better than a business card or brochure.
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