Sharing a powerful story about yourself - one that gives some insight into who you are and what you stand for - makes listeners want to know you better. It's also one of the best ways to set the stage for a long-term advisor-client relationship.

The reason: The financial advisory business has trended away from selling products and services, and toward selling clients an experience. When most affluent investors meet a financial advisor and he or she talks about nothing but dry numbers, they get bored and often stop listening. For many people, what they really want to know is who you are as a person. They are wondering what you are made of and how you will act if and when the going gets tough.

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