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Bowen: Get Clients Talking More by Talking Less

John J. Bowen | Financial Planning, August 2015

Summary: By and large, the people you encounter as a financial advisor want to be heard and understood. If you spend the majority of your time showing interest in them—their goals, their interests and their concerns—you will quickly start building the trust, loyalty and goodwill that is essential to landing clients and keeping them with you for decades

Everyone — your clients included — want to connect with the people around them. Instead of lecturing, create a feeling that you want to build a trusting and lasting relationship. That’s what people are looking for — it’s the value-add that investors say they aren’t getting from their financial advisors. If you can provide that connection, you will separate yourself from the rest of the field big time and win more than your fair share of business in the years ahead.”