Listening

My training and coaching philosophy is based on a few foundational principles of which planning is fundamental. The road to more appointments, referrals, and sales is paved by effective and diligent planning. The confidence that we grow and maintain, that is so well received by our customers and prospects, comes in large part from being prepared.

This segment is a story about a friend of mine who sought out the help of a financial advisor to set up and manage a retirement account. It is to some degree a story about how effective listening is in developing our relationships with current and prospective customers. As I think through my friend’s experience, I realize this has much more to do with acting on what we hear.