Don’t try to be charismatic. That goal pales in comparison to being genuine, sincere, curious and authentic.
If you want to communicate effectively, stop talking, stop trying to convey any information. Instead, ask thoughtful questions.
A critical component of The Solin Process℠ is asking questions. When advisors tell me they ask questions, I ask them to provide examples. Here are some common ones:
It’s impossible to predict which asset classes will outperform in any year. You could get lucky, and pick a winner. But over time, you’re likely to be a loser.
It’s a mistake to quickly say “no” to something that might not offer immediate benefits. You never know when a kind act will benefit you in unexpected ways.
Don’t assume that prospects and clients should be interested in financial data. Some are. Others will tell you they trust you to do right by them without getting “into the weeds.”