Its All a Matter of Rapport

What is "rapport" and why should you care? Have you ever had two meetings with a prospect or client and one of the meetings went very well and the other failed? If so, the odds are that you were in rapport with your client in the good meeting and out of rapport during the bad meeting. Of all the definitions of rapport, I think the easiest to understand is simply being "in sync" with the other person. When we're in sync, we feel that we have a lot in common with the other person -- they're just like us. It lets us both be comfortable and open up to each other.

Most people respond somewhat negatively to sales situations. For example, when you go to a store and a clerk offers to help you, do you ever find yourself saying, "No thank you. I'm just looking," even though you entered the store with every intention of making a purchase? We all have. Its called natural sales resistance.

The key to overcoming that resistance when working with a client or prospect is to focus on helping them to identify, define and achieve their financial goals. Then, rather than trying selling yourself or a product, just LISTEN. Whenever you give someone your undivided attention, your unconscious will naturally work to place you in rapport with the way they think, speak and make decisions. That rapport will open doors and reduce resistance to the solutions you offer to their needs. In the end, any successful relationship is just a matter of rapport. Thanks and good luck. kfg

Why You Should Ask for Referrals

Many of the financial advisors I meet with each week hate to ask for referrals. Some feel that it makes them look like they're begging while others fear rejection, and still others think it might make them look as though they are intrusive. This is particularly unfortunate because the most successful advisors in the industry use referrals as their primary source of new QUALIFIED prospects.

When you receive a referral from an existing, qualified client, the chances that the referral is also qualified are close to 100 percent. Think about that. No risk. In addition, there is no better form of advertising than a third party endorsement, especially from a satisfied client. If you call someone to whom your current client has spoken to about you, you are already through the most difficult part of the prospecting process. They already know you're competent, honest, trustworthy, loyal, etc., etc., etc. Now its just a matter of establishing rapport and demonstrating that you can solve their specific needs.

Of course, we're still back to the question, "But, will my clients give me a referral?" Too many FAs are afraid that asking for a referral will appear an imposition to their clients and offend them. Yet, firms such as UBS Financial Services, Hilliard Lyons and Merrill Lynch conduct client satisfaction surveys on a regular basis and report that, on average, over 80 percent of clients surveyed reported that they would be happy to provide a referral, if asked. I repeat, over 80 PERCENT of clients said they would be happy to provide a referral if, asked. Its up to you. So, ASK! Thanks and good luck. kfg