I’m intently focused on helping evidence-based advisors increase their AUM. Doing so may cause me to miss the forest for the trees. Here’s what I mean.
A key question
When I speak, the question I always ask is: Have you ever had the experience of saying something you thought was really interesting, and the other person stops, looks into your eyes and says ‘tell me more about that.’
In an audience of 100 or more, it’s rare more than one or two people raise their hand. When I ask for context, the most common response is: My Mom always does that.
Never has anyone said: My Dad always does that. I wonder why.
The question is a win/win for me. I’m trying to illustrate how rare it is for anyone to show a genuine interest in us. The fact that most people have never had this experience makes this point.
When those who answered affirmatively give context to their response, I ask this question: I’m sure you love your Mom. How do others feel about her?
The answer is always: Everyone loves her.
The big picture
Being “interested” instead of “interesting” will likely increase your conversion rate and your AUM, but there’s a bigger payoff.
When you shift the focus from yourself to others, it will improve your relationship with everyone – your friends, family and colleagues. It will also make you happier and probably healthier.
The benefits far transcend more AUM.
That’s the big picture.
Resource of the week:
The power of being interested in others is explored in this excellent blog post.