Intuition at the heart of understanding what makes clients tick

Intuitivism isn’t a traditional trait you’d associate with financial planning, but for Ellen Rogin it’s a key part of her client strategy. As an abundance activist at Create Great, director of Metropolitan Capital, NY Times bestselling author and speaker at InvestmentNews’ upcoming Women Advisor Summit in Chicago, Rogin believes that this unique approach to wealth building is something that benefits the client in more ways than one.

“When I had my practice, I think I was always very intuitive with [my clients],” she says. “Because what I would hear consistently after we met is ‘I feel so much better’. There’s an exhale. Part of the reason they felt like that was because I was communicating with them in a way [where] I heard things that maybe weren’t being said. I responded to that, I had them feeling calmer and more confident about their financial situation.”

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As a naturally intuitive person, Rogin adopts a compassionate and collaborative approach to wealth building – something that’s helped her stand out as a “go-to” advisor in the sector.

“Since right before I sold my practice – and a lot since then – I realized that I am very intuitive with what’s up with people’s money and how that informs the work I do. Whether I’m working with financial advisors on growing their practice or doing some intuitive money work with people outside of the industry, I can tap in very quickly to things that can help people either feel better about their money or make them more money. It’s an intuitive knowing that I have, plus the years of experience as a business owner and a financial advisor.”

Despite a flurry of success as a planner, Rogin made the tough decision to give it all up after seeing things in a different light. Heading instead down a route that fed into her beliefs around personal development and human-centricity.

“I was at a point in my practice where I was doing okay, but always felt like I could do better. And then I started to look at things differently in my practice. I used a lot of the information I learned outside of the industry and personal development that took me from an average producer to a top producer in a very short amount of time. And it’s those types of skills and focus that I love sharing with advisors.”

A lot this success, according to Rogin, stems from understanding how people think – how their minds actually work. A lot of people in the industry assume if you have more credentials, and you get better technically, that’s going to drive success. And while Rogin believes this is important, it’s table stakes.

“I was most successful when I could connect at a more human level with my clients,” she adds, “When I could have them feeling better about themselves, they drove referrals, drove more business with clients. Now, more than ever, these human centric skills are what are going to be important for advisors to be successful.”

As a big believer in the power of advocating prosperity, she explains that what we say about money to ourselves tends to manifest itself.

“We can have an approach that is focused on abundance or one that’s focused on scarcity,” she says. “Scarcity focus is fear based. It’s that there’s only so much to go around, it’s aggressive competition, judgment and envy. [Whereas] abundance thinking is collaborative. It’s apt, it’s optimistic, it’s knowing there’s more than enough to go around.”

Central to Rogin’s approach are four key principles for fostering prosperity and purpose: awareness, clarity, care, and sharing.

“Be aware of your thinking,” adds Rogin. “What you believe and what you say to yourself. The second part is being clear where you want to go. Our brains are very powerful – our power of visualization is an incredibly important driver for our mindset. With care, this is the real-world stuff. This is about taking those actions that bring business in – having conversations with people is the craft of being a good financial advisor.

“Finally, sharing – this is having a focus on generosity. I believe what you put out comes back to you, and the more generous you are the more money and opportunities that’ll come back.”

A big part of this mantra and ethos also centres around reaping what you sow – something that is itself rooted in a desire to do good and improve sector practices. Especially where diversity is concerned. For Rogin, the gender imbalance in the industry is still a sore spot – one she hopes will change sooner rather than later.

“A part of me is very sad,” she says. “Because in the 28 years I was a financial advisor, the percentage of women hadn’t increased very much at all. I think it’s getting slightly better now. The industry has woken up to the fact that there needs to be more gender diversity, racial diversity, all kinds of diversity because it doesn’t look like our clients look.”

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Related Topics: Financial Planning, Women Adviser Community