Everything you hope to accomplish… begins with a conversation. Because what we do as an industry is so complex and abstruse, what we say and how well we say it is often what differentiates us and our practices from the competition. In an increasingly virtual industry, how we frame our business model, express our value proposition and articulate our thoughts, insights and convictions, have become progressively more important over the last decade. We all sound the same and as a result the clients/prospects assume that we are. For the vast majority of financial advisors, when it comes to communication, whether in written or verbal form, we are a left-brain industry attempting to communicate with a right-brain client. We are far more comfortable speaking to the head with information, data, charts and graphs, than to the heart using analogy, metaphor and story.
Like most of life, this is not an either/or proposition. Recent neuroscience studies show that we most often make decisions based on emotion and then justify and execute them based on reason. So the former is the catalyst for action and the latter hopefully ensures that your emotions don’t take you over a cliff.
In the span of an average week, we often have well over 100 conversations with both clients and prospects, most of which are extemporaneous, situational and very tactical. However, given the nature of our profession, we have many “recurring conversations,” where we say the same things over and over again to different clients and/or prospects, on the same topic or situation. These conversations are your “scripts,” which more often than not, simply evolved over time. This video will help you begin to consciously architect those conversations that are designed to achieve the desired outcome—a thriving practice and a satisfied clientele.
