"Clean Windows" Allow Advisors to Communicate Better with Clients and Prospects
To hold your communication window up to the light and look for areas that might need cleaning, try thoughtfully answering one or more of these questions:
- Do I know how to respond when a prospect tells me they already have an advisor or that they are not interested?
- Do I consistently listen for the meaning behind the message and avoid interrupting others who are speaking?
- Do I always pay close attention to the attitudes and body language of others?
- Do I turn of the TV or radio or other distractions during important conversations?
- Do I consistently communicate in a way that leaves no doubt in my prospect's minds about how much I care about them before telling or trying to demonstrating how much I know?
- Have I developed the character and courage to say, "I don't know but I'll find out?", or "It might be a good idea for us to involve ______ who is more qualified to help you find answers to these types of questions.
- Do I consistently and effectively support the attitudes and opinions of others when they are aligned with achieving an outcome they want?
- Do I make my probing questions more effective and powerful by framing them with well thought out transition statements?
- Do I use all three parts of an effective transition statement to consistently stay connected to prospects and clients as I move from one topic to the next in conversation?
- Do I have a strategy for listening so not to miss any important information that could prevent me or my prospect's from reaching our goals?
- Do I know how to respond when a prospect tells me they already have an advisor or that they are not interested?
