Episode description
Tune in to hear:
- Examples of when emotional connection can play a decisive role in sales.
- How, practically, can advisors shift their focus a bit from the technical to fostering deep, emotional connections with their clients?
- What is motivational interviewing, what is based on and what does it look like in practice?
- Where does the discovery process often go wrong and what can we do to make it go right?
- How can silence be a powerful tool in client meetings?
- How can advisors help their clients’ goals become more vivid and salient for them?
- What is EQ, or emotional intelligence, and why does it matter so much for advisors? Also, what specifically is Dr. Lynn doing with her workshops and her scorecard?
- What is one sub facet of emotional intelligence that we could all stand to work on?
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