Take a hard look at your web page. Is the SEO tail wagging the content dog? What are you trying to achieve?
The brain processes information at around 500 words a minute. You speak at around 100 words a minute. This means that 80% of the capacity of the brain is free to wander and daydream or become preoccupied with other thoughts when you are talking. The longer you talk, the more likely the attention of your prospect will drift.
Empathy is the essential skill for building trust with prospects. Yet it is rarely discussed, much less taught. But it can be learned – and I’ve developed an approach that quickly develops empathy for advisors who are willing to embrace a radical process.
Implementing the Solin Process℠ is counter-intuitive and takes practice. But the impact is immediate and transformational.
The “interview mindset” is a good way to implement the Solin Process℠. When you meet a prospect, try to have the same mindset I had when interviewing advisory firms.
“How are you different?” Advisors tell me that is the most challenging questions prospects ask. I know why. You’re probably not different.