A central tenet of the Solin Process℠ is that talking about yourself is inherently pleasurable. This principle is backed by solid neuroscience research. I’m tapping into a predictable reaction. You can do the same when interacting with prospects and clients.
Recently, an advisor in the audience at one of my sessions asked this question, “What is the single biggest mistake advisors make when trying to convert a prospect into a client?” Here are some examples of communication bloopers that create barriers to sales.
Here’s the breakthrough exercise that immediately improved my emotional connections with others. It is something every advisor can adopt.
Advisors are often disappointed when I tell them what drives a favorable outcome. They want it to be “qualifications” and “expertise.” It isn’t. It’s likeability.
I recently completed an extensive speaking tour across the U.S., Canada and Australia. I presented to hundreds of advisors and met personally with many of them. Here are five takeaways from those experiences
I’m struck by the power of our personal agendas and how they overwhelm common sense. Recently, I had a series of experiences reinforcing how difficult it is for us to put our agendas aside and show genuine interest in others.