Becoming More Persuasive #4—Liking

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Note: This is the fourth in an occasional series on language, tools and techniques that can help you become more persuasive–a vital skill for making sure more investors are receptive to the advice and guidance they need.

 
We all want to be liked. And when we like someone, when we feel a connection, we are much more likely to listen to—and agree with—what that person says. Which is why liking is such a powerful force for persuasion. Continue reading

Becoming More Persuasive #3 — Authority

Note: This is the third in an occasional series on language, tools and techniques that can help you become more persuasive — a vital skill for making sure more investors are receptive to the advice and guidance they need.
 
Your assistant gets an unexpected call: “Hi, I’m good friends with one of your clients. I just inherited a fair amount of money, and she said I should give you guys a call to discuss my options.”
 
Like most of us, your assistant probably goes right ahead and schedules a meeting for you with the prospect.
 
…And misses a significant opportunity to highlight your expertise and lay the groundwork for a more productive meeting and even relationship. Continue reading

Give us a Piece of Your Mind, Please!

How do you know if the experience you provide your clients is working? Are you missing opportunities? Are you exceeding your clients’ needs? Would they refer you to a friend or colleague?
 
The best way to find out is to ask, using both an annual survey as well as regular Feedforward sessions.
 
With that in mind, we’d like your suggestions and insights on our Advisor Insights blog.
Continue reading

Becoming More Persuasive #2 — Reciprocity


Note: This is the second in an occasional series on language, tools and techniques that can help you become more persuasive–a vital skill for making sure more investors are receptive to the advice and guidance they need. The previous blog focused on a simple way to double your chances of “yes:” Becoming More Persuasive #1 — Freedom.
 
You are at the end of a nice meal at your favorite restaurant. The waiter approaches with the bill…
 
What she does next will have a major impact on the tip you leave behind.
Continue reading

Don’t Just Do Something, Stand There!

You’re in a hurry to get somewhere, but you’re stuck in traffic on a crowded freeway. It seems like the lane you’re in just isn’t moving. But the cars in the next lane keep passing you. You’re too smart to just sit there, so you change lanes…only to find that now the lane you were just in is moving and you’re stuck again. As you keep changing lanes, you realize you’re actually going slower and getting more frustrated.
Continue reading

Becoming More Persuasive #1 — Freedom

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Note: This is the first of an occasional series on language, tools and techniques that can help you become more persuasive — a vital skill for making sure more investors are receptive to the advice and guidance they need.
 
Of the many ways you can become more persuasive, perhaps the simplest, easiest-to-implement way is what is often called the “But You Are Free” method. A meta study of 42 separate psychology studies involving 22,000 people found that this one method can double your chances of getting to “yes.”1 Continue reading

Pet Smart—Why You Should Be More Dogged About Cataloguing Client Interests

Cat 1Like many middle-aged empty nesters, my wife and I are passionate about our much beloved and terribly spoiled pets.
 
Our friends know they have to at least pretend to be interested when we share cute cat stories (gentle readers, I will spare you the details).
 
Yet no professional in my life, including financial professionals, has ever asked me a single question about my pets – or even if I have them. Continue reading