How Small Talk Finds New Clients

RELATED CONTENT

Connect With Clients, Prospects by Asking Questions

What’s Working Now: This advisor describes an approach that he learned early in his career: Ask, don’t tell. When he does this with clients and prospects, he finds that they’re more committed to taking action…because the insights are their own.

Are You Talking Too Much? The Truth May Surprise You

Our Discovery Lab research has revealed a jarring truth. Many advisors talk almost twice as much as they think they are talking in prospect meetings. Obviously, that’s not good. Here’s what to do about it.

The Power of Open-Ended Questions in Discovery Meetings

For many advisors, the discovery meeting process is completely homegrown. Only about half have ever received any training running such meetings. One key area for improvement is the type of questions you ask.