I once observed a financial presentation given by a wholesaler of a fairly complicated product. His description was filled with lengthy acronyms, deep industry jargon and confusing charts. I wondered if I was the only stupid guy in the room scratching my head … and then I realized what he was doing: doing his darnedest to impress the audience.

Maybe he was hoping that his multi-layered soliloquy would paralyze the audience into submission and advocacy for his product. This takes us back to the “Grandma rule” where if you can’t explain it in a way grandma can repeat to her card club then you’re basically wasting time, theirs and yours. The pocketbook isn’t opening without clarity entering the mind. No one wants to feel stupid about what they just did with their money.

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