“Insight is the invitation to awareness, and insight and awareness are the segue to pain.”
Dave Patchen is Senior Vice President, Education & Practice Management, at Raymond James Financial Services . In this wide-ranging conversation we discuss how your value gap can be uncovered with a single question during client review meetings, how to ask more effective questions to get better insights, and how to have important but uncomfortable conversations. Listen through to the end when Dave discusses the power of caring and connecting and how that is related to referrals.
Formerly an advisor, independent contractor, recruiter, and regional director, he has now accumulated over 3000 hours of one-on-one coaching with advisors over the last 12 years.
Dave is frequently quoted in trade publications on practice management issues. He has been a guest lecturer at Stanford University’s Graduate School of Business, and a top-rated speaker at The Securities and Investment Institute in London England on multiple occasions.
Related: Someone Has Referred You to a Prospective Client: Now What?