Almost 50% of Americans don’t have sufficient savings to maintain their quality of life in retirement.
If you can become one of the very rare people in the lives of your prospects who emulate the behavior of this beloved aunt and mother, all your relationships will be enhanced in a way many have described as “transformational.”
I found this observation compelling: When the plan sponsor says, “Tell me about yourself,” he is not asking for further demonstrations your competence – he is offering an opportunity to convey warmth. He wants to learn about good intentions.
There’s ample evidence that improvisation stimulates creativity. One study found “chaos stimulates creative thinking and creates a necessary condition to initiate the process of self-organization.”
The initial step to overcome negative bias is to recognize the issue. Identifying your reaction as a “bias” is a good first step.
I get it. You’re a financial advisor. You understandably believe prospects come to you to get the benefit of your wisdom. After all, you’re in the business of giving advice.