One of the challenges we have as an industry and I believe we do as professionals, is the set of tools that we are using to get the job done in terms of influence is antiquated. The concept of bringing a prospect in to our office, whether they are from a seminar, a referral, a cold call, etc and sitting down, finding out what they need technically and then going ahead and putting together a proposal. We then logically they go through their proposal, it sounds pretty good and they take action. That is the way it was until the fall of 2008. Then the last couple of year’s things changed. There is a lot of fear amongst investors and the old rules no longer really work. This also applies to your client base.
You have clients and sometimes you have to recommend they make changes in their investments. Most people will go ahead and make decisions emotionally and not logically. What we want to be able to do is really understand the human dynamics, the human syntax of decision making. Please listen to my expanded audio comments below and start you FREE trial membership at my virtual coaching site –practicepower.net
