Being a good conversationalist is a skill that many advisors seem to forget when they are with prospective clients. Here's an interactive slide show featuring 8 tips to make sure it doesn’t 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.
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