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AdviserBlast – Quick Tips to Accelerate Your Practice

In this issue: Rather than trying to sell your services, ask questions that develop relationships and then listen to the answers and watch the great results!

People will tell you amazing things if you actually listen to them. I’m not talking about “reading between the lines” or guessing what someone really meant rather than what they said. I mean if you listen with a genuine approach of wanting to know someone better, they will typically reveal an incredible amount and quality of information.

As an adviser, by asking people about themselves (not just asking what they “do”) and then authentically listening to their answers, you will make valuable connections which will positively and vastly differentiate you from other advisers, and frankly, from most other people!

Often when we talk to business prospects, we listen intently, but only to what can immediately benefit us. Or, we’ll listen for a short time, but then begin mentally formulating what we’re going to say next to win them over, while they’re still talking.

If you want to grow you business, when you talk to prospects, try to listen with a mindset of getting to know them as people. It can seem counter-intuitive that to ‘sell’ services, you need to listen. But, remember, you’re not just selling services: you’re building a business and so want to find out whether the person you’re talking with has their values aligned with yours. Do they share the same views about money and finances as most of your existing clients? Are they being realistic with what they wish to achieve? Will they be honest and address their present spending and saving habits, if restraint is required and in their best long-term interest?

In thinking back to interviews I did while swimming competitively, the best articles reporters wrote about me were the ones where they asked me questions about decisions I’d made or opinions I had. They knew all my swimming stats down cold; what they wanted to know was me, as a person. The ones who asked the most thoughtful and revealing questions typically went on to write the best articles.

It’s the same when we talk with prospects. By aiming to knowing more of the context of their lives, you’ll gain both a deeper appreciation for them as people as well as better understand their emotional climate, and therefore be better able to help them.

Listen to points in the conversation that would indicate something deeper and circle back to gather more information. You might have opportunities to frame questions like: “You mentioned your son leaving home to go to college — how did that make you feel?” Or, “You mentioned about how your parents handled money — would you do it differently and if so, how?” The questions may be quite personal, so don’t be afraid to ask permission to ask them.

By asking probing, more intimate questions like this, you’re going to start developing a relationship with the person and possibly learn things you share in common. Even if you don’t directly identify with each other’s experiences, by asking deeper questions you show what you hold as important and also get to know more about what they value.

Most importantly, so many people today just don’t get heard. Every one of us has a unique life story, yet few of us ever get asked to tell it.

So:

1. Listen to what people are saying – hear what people are communicating. Don’t feel you need to be in a rush to speak — some thoughtful silence is OK and can show you are truly considering what the other person has said.
    
2. Ask questions with an empathetic approach, not simply a seller’s mind-set. Go in with the mind-set that you genuinely want to know this person. That way you can better determine if they would be a good fit for your business.
    
3. Frame questions in order to learn more. Phrases like, “You mentioned that…,” “How did you feel when…,” “What made you decide that…” can help you learn more.

Keep your ears open!
Paul

Copyright Paul Kingsman 2010

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As a motivational speaker and executive coach, Paul Kingsman helps financial services professionals successfully grow their businesses by connecting with quality prospects and turning them into loyal clients. Combining his experiences as an Olympic medalist and his background as an adviser, Paul understands how to stay focused over the long haul, as well as the unique business challenges faced by advisers. Through his professional speaking and executive coaching he equips them to overcome distractions so they can get the money they need, the clients they want, and the time to do what they love.

To find out more about how Paul can equip you or your team to achieve outstanding results, visit paulkingsman.com/coaching or email him at Paul@PaulKingsman.com

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