The classic mistake we make in attempting persuasion is trying to evoke right-brain responses (taking action, actualizing risk, making decisions) by using left-brain stimuli (numbers, facts, historical results).
This is equal to asking individuals to look into their future by using a microscope – they can’t see past their noses. To look into the future, to make a decision, or to take a risk requires a telescope. This is why the question, “As you look ahead, what do you see coming that could have an impact on your financial future?” is such a practical question. It stimulates decisions and action because it is triggering their inner telescope.
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