- On December 6, 2017
Most every advisor at some point, has had difficulty recalling a client name. It may be because it is a client you don’t meet in person but once per year, or at all. It may also be because you have 200 clients(or more). It’s a good idea to have all of the names of your clients memorized and internalized, especially in today’s unpredictable environment.
It’s professionally embarrassing when running into a client at a restaurant, gas station, airport, social event, you name it, and not be able to recall the name of a client in an unexpected encounter. We don’t always have a chance to look at our smart phone contact list in such circumstances.
There are other situations for Financial Advisors where having full memory recall of every client(and something about each one), will be beneficial in scenarios such as a surprise termination or some non-protocol recruiting transitions.
For Financial Advisors who have under 50 clients, it is much easier of course than an advisor who has several hundred clients. If you want to memorize a shorter name list with more information for each name(phone numbers, states, additional identifiers, etc.) or a longer list of just the first and last names, it’s easier than you think, but takes time and effort.
Here are a few memory hacks for Financial Advisors who want instant memory recall of all their client names:
Know Your Motivation
- If motivated to remember the name then you’ll remember.
- If names for example mean money, then there is a motivation.
- Motivation leads to intention and both overcome capacity and capability.
Repetition: The Mother of Memory
- Repetition takes time, effort, and self-discipline.
- Repeat the name out load, over and over, concentrating on the name.
- Repeat and repeat and repeat…
- Repetition comes from writing or typing out, saying out loud, and listening. Retention is magnified all the more when all three are used in conjunction.
Remembering a List of Names
- Create name categories, then link the names within each category.
Categories of Names:
- Create name categories by top clients, alumni, and anything that helps you trigger the association
- Create visual pictures in your mind of categories, folders, screens, rooms, doors, whatever your brain has the easiest time imagining
- Engrain mental image of category, how many there are, how many names per category
- Memorize in sections, starting with easiest category of names
Linking Names within Categories:
- Create name list by category by linking consecutive pairs of names
- Link each name with the name that comes next
- Match pairs by easiest association for you; same first name, initials, friends of each other, etc.
- Read out loud by pairs, training your brain to remember both names when one is recalled
- Repeat and repeat and repeat…
- Repeat writing/typing the names in pairs by category
- Always keep the order of the pairs consistent in repetition and recall
- Self-Test: From beginning to end…do you remember all of your categories? How many names did you miss in each one? How many categories did you get 100% recall?
- Spend extra time on the categories and names you have a harder time remembering
- For the most difficult names to remember, break-out and segment into their own category and pairs
- Self-Test again; let your motivation drive you to stay focused on repetition until internalized
Internalization through Listening
Repetition is key but sometimes you may need more, or may need to accelerate the time for retention; y
our personal smart phone is a great tool:
- Download voice recorder application
- Speak the names, or whatever else, you want to memorize
- Speak by category, add verbal notes to yourself for any name, number, or whatever is being memorized.
- Especially effective when substantial amounts of information is being memorized
- Proactively play and listen during commutes, hikes, reading time, television time
- Process used in conjunction with repeat reading out loud and writing out words is extremely effective
Did you forget what you just read?
If so, try these memory tips:
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