Communicating what you can do for prospective clients is much more effective if you talk about what changes they want to see rather than what activities you will do for them.
For example, a guy buys a new refrigerator with an icemaker. The icemaker is new for him, so he has to hook up a water line. He figures he will drill a hole in the water line and connect the tube to the fridge. So he goes to the hardware store looking for the right size drill bit.
Register or login for access to this item and much more
All Financial Planning content is archived after seven days.
Community members receive:
- All recent and archived articles
- Conference offers and updates
- A full menu of enewsletter options
- Web seminars, white papers, ebooks
Already have an account? Log In
Don't have an account? Register for Free Unlimited Access