A Real Life Story from our Case files here at The A Firm…..
Sometimes what the client thinks is the problem isn’t even is the real problem. It’s in listening to the client that the real problems, goals, and then solutions reveal themselves.
This was what happened recently with our Self Manager Superannuation Specialist and Mortgage Broker, Carolyn. She was meeting with a client who thought that he could utilise a Self Managed Superannuation Fund in his situation. However with her years of knowledge of the legislation Carolyn quickly discovered this wasn’t possible. If the client had gone elsewhere and done this he would have been breaking the law costing him $10’s of thousands of dollars.
Listening is the Key
Carolyn knew the question – “What do you want to achieve” needed to be asked and then to listen for the answers.
During this session she was then able to uncover his true goal. Buying his own home, but he had been knocked back by every lender he approached.
Carolyn –could inform him just the other day that we have a lender who can assist him in the achievement of his goal. There are so many lenders out there many of which can only be accessed by a well-connected broker.
He now has a choice and in that is Freedom.
