When I sold stocks, bonds and mutual funds..I had great long conversations with people about their health (what age group is this, eh?) their children, their problems, and last and actually LEAST, their Money

Date:   8/18/2005 11:07:26 AM ( 19 y ago)

If it is on their wall or on their desk, it’s important to them.

You don’t have to be James Bond or Sherlock Holmes to figure out what people are all about. They want you to know. They set up elaborate displays of what is big in their lives. All you have to do is get inside where they work and everything will be there before your eyes. Look around. No need to take notes, but don’t be afraid of taking note of what you see. It is there, because they are proud of their spouse, their children, their grandchildren, their boat, their horse, their summer place, their meeting with the president, Indian art, ship prints—whatever turns them on. No need to pander to prospects, but if they seem to have the time and the inclination to digress from business for a moment or two, you should make the trip along with them. They will then tell you much, much more about their lives than is on the walls. It is never a waste of time building a relationship with a legitimate buyer. Ask a couple of informational questions and then sit back and listen. You will hear the sound of future business if you listen carefully.
Learn more about Jack Falvey at http://www.falvey.org/

9th~ this is SO TRUE, I knew so much about my clients that i took them on as a spiritual connection..and it was oft times a burden to shake their problems from my heart.


 

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