Most people are unmoved by facts and figures that appeal on a rational level. The best way to motivate and connect with clients and prospects is to use a simple, memorable story that strikes an emotional chord
Find out which method each client prefers and review those preferences periodically
Find out what your clients are thinking or risk losing them to another advisor
In this week’s Gaining Altitude, Dan Richards, CEO, Client Insights, discusses sentences that clearly convey to clients that you value their concerns — and are taking action on their priorities.
To build trust and confidence, put your own expertise aside, and listen
Your workspace should instill confidence in your expertise
Asking the right types of questions during conversations with clients can turn a simple meeting into a session that builds trust and helps both you and your client fully explore available options before deciding on a course of action
The discussion must be personal because every client is unique
Remind them that market movements are cyclical
Some clients will worry more than others. Your job is to reassure them