Elite advisors are phenomenal listeners
and, you know, we have taken what elite advisors do
and we call it the three C's of communication
You know, that they're concise. They don't talk too much.
They're not long-winded,talking about themselves.
They're conversational. They're not arrogant,
telling you how great they are, or acting like they have
the answer for everything in the world.
And they do it with confidence,
but a relaxed confidence.
And another thing that elite advisors excel in are asking questions.
And they understand how to ask questions in a casual, conversational tone.
Not as an inquisition.
Then they're good listeners to the response.
And by the way, when you listen to somebody answer a question,
this is whether its a client or you're out there socially
interacting with potential prospect.
You know, when a prospect typically ask an advisor,
"What do you do for a living?"
An advisor then regurgitates their value proposition, which often sounds
like the financial pledge of allegiance,
because you're trying to come across so smart, so intelligent.
This is all counterintuitive, but that's precisely
the wrong thing they should do.
They should just be very humble about it,
you know, "We handle the finances for some families in the area."
Then they redirect by asking a question to the other individual such as
"How did you get involved with this fundraiser?"
And then they listen to the response
and when they listen and then ask a follow up question
follow-up questions are the key to developing rapport
and credibility because they signal that
A. You're listening.
B. That you care about what you're hearing and then
C. You're interested in hearing more.
People like that.