Being a good conversationalist is a skill that many advisors seem to forget when they are with prospective clients. Here are 8 tips to make sure it doesnt happen to you.
According to Steve Atkinson, executive vice president and head of advisor relations at Loring Ward, the art of the conversation simply means being able to put a client at ease, especially during the discovery process, which is not an Inquisition but a natural give-and-take process between the advisor and client.
The intuitive advisor is able to use the conversation as a way to understand both financial issues as well as softer life issues. But in Atkinsons experience, these life issues are every bit as important as the financial issues and can have an enormous impact on the clients financial plan and the advice you provide. This is why, a good discovery process involves what he calls a 360 conversation.
Good conversationalists understand that they must be willing to share information about themselves, he said. You have to give in order to get.
Source: Steve Atkinson, executive vice president and head of advisor relations at Loring Ward.