The Conversation Works

Below is an email from the Manager of Advisory Services of a corporate client, following the Attract Clients workshop we did last month.

Lloyd, I just got off the phone with one of our Financial Advisors. He had a meeting with a $50 million prospect Friday. He used, as he called it, “the Lloyd approach” at the meeting and let the prospect talk about himself for an hour and a half. At the end of the meeting, the prospect commented on how his FA at another firm never gave him the opportunity to speak about things the way he was allowed to do that day and felt like the other FA was not proactive in coming up with investment recommendations that were appropriate for him. At the end of the meeting, the client agreed to move his account. Thanks for the inspiration!!!

Congratulations to the advisor. The one topic clients want to talk about more than any other is themselves. Give them the opportunity.