04 Jun Power of Questions
As you are developing relationships with affluent prospects, recognize the power of listening and asking questions.
1) Discuss their profession.
2) Ask how things are going professionally.
3) Ask about their retirement objectives and plans, their children in college, and their financial views.
These are among the natural questions that come up as personal relationships are being built.
Share with them your views on the markets and appropriate case studies of how you help people (at the right times and as appropriate).
Finding out more about their own situations and sharing your expertise, without selling, is your objective in this step.
The two words ‘without selling’ is one of the most important sales tool.