by Tony Vidler
An area that many advisers struggle with is creating interesting conversations that intrigue clients enough to want to hear more. It is all well and good getting the attention initially, but what do you do next?
In the decision-making cycle most humans engage in, getting attention is simply the first step…but then you have to arouse interest – or intrigue people – to begin the engagement process.
The best way of doing that is talk briefly about something which is very likely to be of interest to them because they can see a benefit immediately. That sounds incredibly simple, but there is a little bit of structure involved if you are to do that effectively.
in a very short period of time (think seconds rather than minutes!) you would ideally
* show the prospective client that you know something of their world
* show the prospective client you understand some (or even just one) issues that they face
* show that you know how to deal with that issue relatively simply.
The objective is really to be interesting enough that the prospective client is willing to invest further time and attention in what you do and how you might be able to benefit them. In effect, you are simply looking to obtain permission to engage with, and get the active involvement of, the client in more depth and detail.
In this edition of Tony’s quick tips we very quickly roleplay one such example….
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