Listen Up, Reps: the Ideal Financial Planner Is NOT a Salesperson

In all honesty, take this adage very seriously: good sales technique means not trying to sell anything at all! Take that to the bank with you, wherever you go, when refinancing your mortgage, or looking for a job. Or perhaps consulting with a financial advisor about your portfolio and asking a bunch of questions! You’re not pushing anything and vice versa. You’re playing it cool.

Hence, the Everyday Financial Planner Has to Play It Cool

So as a customer, you gauge that by asking the simple question of whether or not the financial planner’s actually hearing what you’re saying. This is, after all, a consultation — not a sales meeting. Well, it is about sales, but only to the extent that it’s about the services you require, and you’re definitely the most important person on the planet right now. Your money. Your time. Your life. You’re like Obi-Wan Kenobi, and that financial planner across from you is the financial watchdog of the galaxy, protecting you from every Sith light saber in existence.

The Force Be With You

If that financial planner really isn’t listening (just waiting for his/her turn to start pitching you on services and products), then I do hope the Force is with you. It’s the Force that’ll compel you to move on to the next prospect. You want a financial advisor who pays attention to you. In the end, not only do you get your needs met, but that advisor gets continual sales from you in the long run, and there can’t be anything better than that.

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