Episode 9: Diane MacPhee on Projecting the Right Confidence

“. . . you want to cultivate a mindset where you do feel that your value is substantial and you stand in that value and you do it in a confident manner, but not an arrogant manner. And when you achieve that level, and you demonstrate that authenticity, these conversations, they go very well, you come across very calm and confident. And that is really more important to me than a technical skill.”

Every Advisor encounters a situation where they have to have a difficult conversation with a client, either about rates, or performance or fees or some planning issue that is challenging – and most advisors feel they can do better in this area. Diane MacPhee of DMAC Consulting shows you exactly how to change your mindset, project the right confidence and the right vibe to handle these conversations in a very straightforward and effective way that anyone can adopt with a little practice. Join us for a lively half hour of learning and exploring the various ways to ease these difficult conversations.

Diane MacPhee is a professional business coach, with DMAC Consulting working exclusively with the financial planning sector. Diane earned her CFP® in 1989 and operated a successful solo practice for 16 years, specializing in retirement planning for middle to high net worth clients. In 1994, she converted her practice from fee commission to fee only and achieved a whole new level of success. As a coach, Diane now focuses on enhancing clients business and their personal lives in a measurable and meaningful way. Diane offers clients a customized sales in business development enhancement program that helps clients identify, plan for, and achieve success. A sought after presenter, Diane has appeared on both CNBC and Wall Street week. She's been featured on Wall Street Journal, Cosmopolitan, Consumer Reports, More, Fortune, and Ladies Home Journal. Diane served for three years as membership director for the National Board of the National Association of Personal Financial Advisors (NAPFA), has presented at multiple conferences over the last 25 years on a variety of practice management topics.