We’re trained to believe finishing first is a worthy goal. Sometimes it is but, if you want to develop more meaningful relationships, consider “going second.”
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Being “interested” instead of “interesting” will likely increase your conversion rate and your AUM, but there’s a bigger payoff.
There is a critical importance of making an “emotional connection” with prospects and clients.
If you want to improve your conversion rate, you need to understand the power of emotions.
You are trained to “present” and demonstrate your expertise. This approach is unlikely to create even modest engagement, much less an emotional connection.
We all believe we’re more empathetic than average, which is statistically impossible. Empathy is too often discussed in abstract terms, leading to misleading conclusions.