Something trips up a lot of really good financial coaches, and it has nothing to do with the actual work. It's how they describe it. When someone says, "So what do you do?" the response is often off. And it's not because you don't know what you do. It's because nobody's helped you see the difference between describing your services and describing what your client actually experiences.

In this week’s episode, I walk through why most of us default to feature listing (it's factual, it's professional, and it feels safe) and why this doesn't create desire. I share an observation from meeting new neighbors that perfectly illustrates the energy shift that happens when business owners answer, "What do you do?" versus people with regular jobs. And I break down the practical difference between the casual, no-big-deal version you use at a block party and the client experience language you use when someone leans in and wants to know more.

There are side-by-side examples throughout, showing what feature listing sounds like compared to describing the actual moment that changes for your clients. Kelsa also tackles what to say when someone responds with, "Like a financial advisor?" and how to differentiate yourself without getting defensive or listing what you're not.

If you've ever stumbled through explaining your work, or landed on something that sounded more like a brochure than a real conversation, this episode is for you.

Links & Resources:

• Episode 138: Selling vs. Steadying
• Join the Facebook group

Key Takeaways:

• There's a difference between describing your services and describing what your client actually experiences, and that distinction changes everything about how people respond to you.
• Feature listing feels safe because it's factual and professional, but it doesn't create desire. It makes people glaze over or start comparison shopping.
• When someone asks what you do, answer like your neighbor who works at Honeywell. No performance. No calculating. No hoping they'll respond a certain way.
• The less you need from the interaction, the more interesting your answer becomes to the person hearing it.
• When someone says "like a financial advisor?" you don't need to respond with what you're not. Drop into the client experience instead. You'll differentiate yourself without a single negative or a single feature being listed.
• Think about the moment something clicked for your last few clients. That moment is your message, because that's what people are buying. They're buying that exhale.
• You don't need a better elevator pitch. You need to get closer to the truth of what your clients actually experience before and after working with you, and then simply learn to say that out loud.