Chris Smith · Financial Advisor Success · Winning Clients And Moving 'Upmarket' By Being Confident In Telling Your Value Story with Chris Smith
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After discovery, repeat back to the client almost verbatim what they said, phrasing it better, and ask for confirmation
“After every guest lecture I gave out feedback forms and I said, "Tell me what you'd like to see repeated, and more importantly, what I should change.”
“Repeat those words as many times as humanly possible... we go back and forth and see how many times we can get me said during that session.”
“The single most effective tactic is discovery… we read Never Split the Difference… we ask them questions… we keep them talking… that’s when we had a lot better results”
“I’ll ask people what types of discovery questions they ask… that is curiosity, like me assessing the curiosity that they bring to the table”
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