“Money can’t find a purpose, but money can fund a purpose.” – Mitch Anthony
The best conversations with clients and prospective clients have two things in common:
- They create trust and connection with the person that allows them to open up and freely share with you information they likely have never shared with anyone else
- They unearth and yield valuable information and stories about the person (both personal and financial) that provides the insights you need to help them align their money with the life they want to live
But, these conversations don’t just happen.
They require the advisor to create the connection where someone feels safe enough to share.
They require the skill to be able to ask the right questions in a way that deduces the information you need.
They require the communication skills to convey complex topics into understandable language that the person can understand.
Most importantly, they place the life of the client at the center of the conversation.
But, once you create a discovery process that naturally creates a connection with the other person and encourages them to open up and reveal what’s most important in their lives, you can deliver what every client truly desires: a better return on life.
Fortunately, Mitch Anthony’s expertise is providing advisors with the processes, resources, and communication skills they need to do just that. In this episode, he shares how to do that by focusing on using stories and analogies, asking great questions, and focusing on transitions rather than goals.