This recorded interview took place in 2017. You can download the full interview transcript right below the video.
At the end of the day, as financial advisors, we get paid to converse. While questioning and listening skills are typically seen as "softer skill", it is the act of better "story selling" that will allow advisors to learn more about their clients, uncover more opportunities to help them, and more quickly discover who within their circle can benefit from your services as a wealth manager.
Scott West's book, Storyselling for Financial Advisors, is one of my all-time favorite books pertaining to financial advisors and growth, so I was thrilled to have him join me on this video interview.
On this video, you will learn from Scott how Curiosity can lead to more growth for financial advisors.
How is this different than all the other books and resources out there?
When you google search "curiosity," there are tons of books out there, including "How to get to yes, how to avoid no", etc. The problem with these resources? They all benefit the person asking the question, not the recipient (the client). This video is based on research by people who's sole job is to get to answers, including detectives and jury consultants who have only 2.5 minutes to interview dozens of people over high stake inquiries.
The conclusion?
A gathering of Eight core topics that will results in a deeper conversation with your clients, thus helping you expand your practice with very little resistance.
So in this video you will learn:
1) The power of great questions and how they can create commonality with your clients and prospects
2) The eight CORE topics that your clients want you to know about them; what can lead YOU to be the dominant relationship for your clients
3) If there is a process by which we get to know people when we first meet people; is there a predictable and process-driven method that we can replicate over time?
For your ease, the transcript can be downloaded below the video.
Want to get the transcript? Submit your email below to download a copy.