By and large, the people you encounter as a financial advisor want to be heard and understood. If you spend the majority of your time showing interest in themtheir goals, their interests and their concernsyou will quickly start building the trust, loyalty and goodwill that is essential to landing clients and keeping them with you for decades.
Epictetus, a Greek philosopher, famously said, We have two ears and one mouth so that we can listen twice as much as we speak. That kernel of wisdom is one that all financial advisors should keep in mind whenever they strike up conversations with clients.
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