Storyselling Revisited: How the Top Advisors Persuade Flashcards
For communicating to togetherness people, see November 12 photo in phone for Togetherness Peeps
boom
For Motivator, Analyzer, and Enterpriser types, see my other favorited November 12 photos in my phone.
The average advisor talks ___ seconds out of every minute with a client. You have to reduce this ratio and get your client talking much more.
49
Asking my clients where they are from and where are the places they’ve enjoyed visiting the most can help me ___.
Placing one colored pin for where clients are from and different colored pin for a place they’ve been happiest to visit can help my clients ____.
connect with clients and their stories.
connect more with each other-with other clients.
Getting clients to tell stories of their past acts as ____.
a diffuser of stress.
Ask your client about the work they did and that they do. See phone photo from __
November 13.
After asking clients what they did for work, ask “How did you gather the wealth you’ve got?”
Clients will feel honored and not be used to thinking of what they have as wealth, even if they’re relatively wealthy. This question will give me a better understanding of choices they made to get their lump sum to where it is.
A salesman walks into a business and the business owner rips into the salesman saying never to come back.
The salesman said “It’s going to be hard to stay away-this is the warmest reception I’ve received so far :)”
The buz owner laughed and melted and asked for card.
I should come up with lots of flexible metaphors and analogies for the following maxims that every FA client needs to be reminded of.
1) The relationship of risk to reward
2) The power of consistent accumulation and compounding wealth
3) The need for diversity
4) The need for patience
5) The need for emotional detachment from the market’s manic fluctuations
Find how to make INSTAND ANALOGIES from the storyseller folks!
See November 13 photos-Location 2135 onward
Ask “what need were you feeling inside that made you consider seeing a …
financial advisor?”
Help clients try on their financial product.
For example, instead of “this will yield 6%”, use “this mutual fund will eventually provide you $1100 a month forever when you retire”
A terrific illustration of Diversification is in
Loc 2387-2398 in my cell phone pics from Nov 13
A terrific illustration of getting your client to paint clear picture of what they want their goals to be
Loc 2417 pic from Nov 13
Client Confidence Meter that will help me guage clients and where gaps in confidence/comfort are after meeting with me is on
Loc 2433 of Nov 13 pics
