The advisor’s first responsibility is to understand the client’s story and then to build a financial plan around that story.
Relationships, according to Mitch, are the result of the exchange of stories. The more you and your client understand each other’s stories, the more lasting the relationship is. Mitch has identified three powerful forces influencing the movement of money either toward or away from the financial professional. Making connections by tapping into these three forces will ensure clients for life:
- Intellectual: the force that causes clients to feel valued, understood, and important in the advisor’s eyes.
- Life: the force that makes individual life events important to each client and impacts their money decisions.
- Emotional: the force that connects advisors to clients—the one that can close the door on all competitors.
In the advisor/client relationship, it is what we do not know about our clients that can jeopardize prospective and long-term clients alike. Mitch will inspire advisors and provide them with the tools necessary to have more meaningful—and productive—conversations. Audience members will walk away with fresh ideas on how to turn prospects into lifelong clients, as well as how to develop stronger and more fruitful relationships with existing clients.
Financial Services Professionals
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