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Whether in person or on the phone, you play a major role in how clients and prospects perceive you. The more persuasive you are, the more success you experience. Follow these four steps for a persuasion tune-up.
Author Robert B. Cialdini lists six tendencies in human behavior that elicit positive responses from people. Learn how a veteran advisor examines them in relation to his prospecting program.
See how this successful advisor used reciprocity, commitment and consistency, social validation, liking, authority, and scarcity to his advantage at a conference, influencing many new contacts in ways that benefited his business and helped him reel in a high-net-worth client.
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