A socially active financial advisor may have dozens of opportunities every week to meet potential clients. Unfortunately, most advisors don’t know how to manage a first encounter so that the first conversation naturally leads to a deeper conversation. In this podcast Scott and Ken uncover the psychological principles that advisors can follow to create more compelling social encounters.
Social networking is a good news/bad news story for financial advisors. On the positive side, it offers financial advisors a powerful context in which to meet new people in a pleasant context. Events of all sorts offer social encounters that often have the support of a host or mutual connection to facilitate the early stages of the conversation in a first encounter. On the down side, social encounters represent fragile connections that are easily bruised or broken if the advisor is too direct or misinterprets the signals of the other person. In this highly practical conversation advisors will learn three guiding principles that will help them navigate the early stages of a new conversation, guide that conversation to an exploration of their consulting expertise and stimulate emotional curiosity on the part of the prospective client to continue the conversation and explore the advisor’s business more thoroughly. The conversation combines deep insights from the behavioral sciences with practical scripting for how to handle each step of the first conversation with a new social contact.
Also in this episode, the AllianceBernstein Digital Coach – see practice management solutions for advisor success: abfunds.com/go/digitalcoach
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