Cool ideas are not always what really works…
At our upcoming 24th Double Your Affluent Clients™ Boot Camp (where I share what really WORKS when it comes to attracting AFFLUENT clients), I quote the great business philosopher, Yogi Berra.
Berra said (among many other pithy and powerful sayings), “In theory there is no difference between theory and practice. In practice there is.”
In practice (reality), there IS a difference.
Simon Sinek, who I enjoy, is well known for Start With Why. Cool idea.
Why are you reading this?
When I ask you that, what do you FEEL?
The need to justify?
Of course.
The definition of Why is “for what purpose, reason, or cause; with what intention, justification, or motive.”
So, naturally, asking “why” puts you on the defensive.
Asking prospects “why” does the same.
Puts prospects (and clients) on the defensive.
And yet the industry teaches advisors to ask prospects (and clients), “Why is that important to you?”
Instead, replace “why?” with “what?”
“What about having ___________ would be important to you?”
“What difference would achieving _____________ make in your life going forward?”
“What would be the best thing about ______________?”
No need to justify their answer.
More engagement.
Less defensiveness.
More authentic connection.
Try it.