Chapter 3. “Your Financial Professional Will See and Hear You Differently Now”
Doctors can be frustrating. You wait a month-and-a-half for an appointment, and he says, “I wish you’d come to me sooner.”
—Comedy routine
Before addressing what comes after your Critical Opening, answer this question: How do people perceive you?
Are you more apt to be associated with these words:
Broker Salesman Business Customers
Or these:
Advisor Consultant Practice Clients
The latter series is typically associated with professionals such as doctors, attorneys, and accountants although financial professionals would also apply. Unfortunately, we often are referred to in terms of the former, especially for those of us who ...
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