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Becoming an Effective Communicator

Topics covered in this chapter are:

  • The importance of your communications strategy as a differentiator
  • Key communications skills of a wealth advisor
  • How and why adults make buying decisions
  • How your ability to listen affects the success of your message

How Emotions Affect Your Client's Decisions

Topics covered in this chapter are:

  • The eight social influences on buying behavior
  • The role that emotion plays in decision making
  • How to make the ‘right brain’ connection
  • The emotional impact of “getting older” and how it affects the discussion about money

Client Discovery

Topics covered in this chapter are:

  • The importance of the ‘art’ of the conversation
  • How to listen effectively to what your client is saying
  • The role that questions play
  • Tying your questions to emotional needs

Marketing the "Right-Brain" Approach

Topics covered in this chapter are:

  • The changing role of today’s advisor
  • The emergence of the ‘new’ advisor
  • Three keys to becoming the advisor of choice
  • Your steps to differentiation and branding as a right-brain advisor