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Compelling Conversations

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Overview

We are a left-brain industry talking to a right-brain client, and as a result we are occasionally clear and rarely compelling in our conversations. We are often more comfortable with data, charts and graphs than with analogy, metaphor and story. Clients use the former to inform and justify their decisions but the latter to actually make those decisions. You need to master both so you capture their head and their heart, which allows them to not only understand your business model and recommendations, but also take the appropriate actions.

Videos

Playlist (9)

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Compelling Conversations Overview
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What Do You Do?
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How Do You Do It?
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Why Are You on a Team?
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The Boat Analogy
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Faith Versus Fear
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Breaking the Social Dance
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Creating the Ideal Client
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Niche Market Strategy

Compelling Conversations Overview

In recurring conversations, speak to clients' head and heart.

What Do You Do?

Describe what you do for your clients and prospects in a way that creates compelling clarity.

How Do You Do It?

Use a "professional" rather than a "sales" model.

Why Are You on a Team?

Explain your team's rationale, structure and value to both clients and prospects.

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The Boat Analogy

How to explain your Wealth Management approach using the analogy of a boat.

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Faith Versus Fear

Keeping your clients buckled in during periods of financial and emotional volatility.

Breaking the Social Dance

How to open the door to a social prospect without damaging the long-term relationship.

Creating the Ideal Client

How to replicate your "Ideal Clients" and grow your business.

Niche Market Strategy

How to establish and grow within a niche market.

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