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Each week, we look at the ABCs of cash flow management.

X is for eXcited

Remember when you had to make your first call to a potential client and prepare for your first appointment? That probably wasn’t easy since nothing ever is the first time you try it.

You’ll also be challenged when initially tackling cash flow planning. That’s because you have to develop a process to help your clients manage their day-to-day finances and debts. But, despite the extra work, offering cash flow management services will help you build deeper relationships.

Read: One-up your client’s other advisor

And if you’re excited about that opportunity, your clients will be too.

If you’re feeling daunted, you’re not alone. In fact, I often do a litmus test with rooms full of advisors during speaking engagements. I’ll ask everyone in the room to stand if they talk to their clients about cash flow, spending and/or debt. And, generally, 80% of the room will stand.

Read: Help clients erase debts before retirement

Then, I’ll ask a few more questions that help determine whether those advisors are getting the results they want from client conversations about cash flow. Often, the test proves that though advisors are discussing cash flow and debts, they aren’t using formal processes and support tools—and that means they’re having little success.

Read: 4 ways to maximize income today

Still, even if cash flow planning is strange or foreign to you, that doesn’t mean it won’t work. If you take the time to develop efficient processes, you’ll take advantage of the opportunity to offer a different service than most other advisors.

So, if you’re excited about mastering the new, you’ll stand out from the crowd.

Come back next week for letter Y.

Also check out:

The ABCs of cash flow management: S is for Symbiotic

How to properly wine and dine clients

Does educating clients make you money?

Stephanie Holmes-Winton is a Halifax based financial services educator/speaker who helps advisors find the money to help their clients fund their financial plans. She is the author of Defusing The Debt Bomb & $pent. Stephanie is also the founder and board chair of the Certified Cash Flow Specialist™ designation program. You can reach Stephanie at sholmes@themoneyfinder.ca or themoneyfinder.ca
Originally published on Advisor.ca

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