What’s the most powerful question you can ask someone? A trusting relationship is built on each person’s ability to see things from the other person’s perspective – to know what this person perceives and values.
Author Archive | Adam Kornegay
6 Mistakes to Avoid with COIs
Building relationships with Centers of Influence such as attorneys and CPAs can be a wonderful way for financial advisors and planners to receive referrals. Here are six mistakes you should avoid when engaging with COIs.
Where Did the Time Go?
If you find that you don’t have the time to get everything done in a given week, try a time audit to see where you are spending your time.
Don’t Worry?
As a financial advisor, you may be pondering this very topic as you consider reaching out to clients as the stock market has continued to decline in value. When in doubt, it’s always better to reach out, listen, and talk than to remain silent and let everyone wonder what to think.
Three Ways to Describe Your Clients
If someone asked you to describe your clients (particularly your ideal clients), how would you respond? There are three ways to describe your clients: Internal Description, Prospect-Focused, Referral-Focused.
Summertime (and the livin’s easy)
For most advisors and planners, summer can be a fantastic time to get a little more balance in your work and professional life.
What’s Your Question?
If you communicate effectively and demonstrate that you understand your prospective clients’ particular questions and concerns, you’ll create a much stronger connection with them than if you had simply provided a list of services.
We’ve Always Done It This Way
Whether you are training a new hire or reestablishing new rhythms after returning to the office, now is the perfect time to take a fresh look at the way you’ve always done things.
Are You a Chewbacca or a Han Solo?
Ultimately, success in communication comes from understanding the person and adapting to what they need.
How Much You Care
Motivation explains why someone acts (or speaks) in a certain way. Ultimately, your goal is not to be the most interesting person in the conversation but the most interested.