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Re-frame their perception
2018-03-19 • 20 sec read

Many advisors tell me that their clients say that they ‘don’t talk about money with their friends and family members.’ What they are actually saying is that they aren’t clear about the advisor’s process or how endorsing the advisor to someone else will ultimately reflect on them. Or, they are concerned that you will try to sell their acquaintance on buying an investment product and becoming a client. If that ever happens, use the misconception as an opportunity to re-frame their perception and start the process of helping them understand your commitment to stewardship rather than salesmanship. To accomplish that, say something like this:

Excerpt from the Advisor Playbook. Get the scripting in my bestselling book: The Advisor Playbook, found in “Section 3: Branding”: https://www.amazon.com/Advisor-Playbook-liberation-personal-professional/dp/0968440185

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