We all desire positive change in our lives. As we discussed last week, positive change requires not just a desire or goal, but a next action. If you want to be a catalyst for positive change in the life of others you must partner with them in identifying their desire and next action. Then, with […]
Why are New Year’s Resolutions stated on January 1st and not accomplished by December 31st? There is one simple reason. The goal was established, but there was no next action. Any project, desired outcome, or goal must have a next physical action to make it a reality. You know what you and those around you […]
When you ask someone what they most want to do or accomplish in the next twelve months, it is easy for them to identify what they would like to be true. At the beginning of each year millions of people establish a set of New Year’s Resolutions. We all know what we want to be […]
If you asked yourself and others the two questions from last week, you realized everyone has the same answer for number one. What do you first look at when you open your bank statement? When a person opens their personal bank statement, the first thing they look at is the BALANCE. As individuals we are […]
The following two questions identify a unique distinction between clients and financial advisors: 1. What do you first look at when you open your bank statement? 2. Why is that item you look at important? Think about these two questions and ask others this week to gather their response. We will discuss the differences next […]
Less than 5% of clients give referrals on a consistent basis. Why is this number so low despite our efforts to deliver great service to our clients? I believe it is because of the inherent risk of referrals. When your client endorses you to somebody else, they put themselves at risk to loose two relationships. […]
Have you ever wondered why the client is so concerned with understanding what you do? It is as if the client wants to peek behind the curtain, to see what is going on behind the scenes. The problem stems from the fact that we have spent most of our time in the client relationship focusing […]
For years, experts have maintained that, before you can build trust, you need to build rapport. But these days, everyone knows the basics of marketing and selling—a strong handshake and straightforward eye contact, for example. These techniques are now so overused that the stronger the handshake and the longer the eye contact, the more uncomfortable […]
Winning prospects’ trust doesn’t begin with building rapport—despite years of expert testimony to the contrary. To kick off solid relationships with prospective customers, you’ll need to focus on one thing: positioning yourself as trustworthy. Suppose a couple, after spending an hour in your office, leaves thinking exactly the same way they did when they arrived. […]
Clients learn about us by what we do and not what we say. Our actions reflect what is most important to us. If our customer contact time is spent talking about our products, our services, and ourselves, the customer soon understands what is truly important to us and it is not the customer. As Peter […]
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