We find ourselves more interesting than anyone else.
Talking only about yourself is a one-way ticket to boring your prospects. But you’ll see Financial Advisors being guilty of this all the time.
So, why is it that when Financial Advisors talk to a potential client for the first time, they talk about themselves for much longer than they should?
It boggles my mind that’s how they think they’ll win over the business of their ideal clients. They don’t let the prospect say a word.
Think about your best clients. The ones that make you the most money and give you the most satisfying feeling.
You might recall meeting them in a situation like the ones you see below.
It wasn’t a planned meeting; it was spontaneous. How do we make the most of those situations?
If you meet someone who would make a perfect client, you need to ask the right questions.
Please don’t ask them tedious and superficial, ‘Hey how’s the weather?’ Type of questions. You’re going to put them to sleep. You’re a Financial Advisor, not a sleep doctor.
Your questions should get them talking about something that’s meaningful to them. One question you can ask is, ‘Tell me something good that’s happening in your world today?”
Nothing puts a smile on a face faster than being able to talk about something that matters.
Guess what? No one wants to talk money and assets with a person they just met. But they’d love advice from a person they like (and they trust).
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