If you understand what people want, and you can listen to what they’re saying, especially in first 30 seconds of meeting them, you’ll build trust. If you build trust, people are more likely to take your professional advice, according to author Garrison Wynn, CSP, who spoke at MDRT’s 2017 Top of the Table Annual Meeting. He identified love, money and prestige as the three things clients want most. Here’s how to handle each:
Love
You don’t have to “love” your clients like you would your spouse or parent. That’s not authentic or sincere, and clients know that. What clients want from you is authenticity and sincerity, Wynn said.
Money
Present multiple solutions for a single problem. People, especially those under 30, know there isn’t just one way to do things, Wynn said. Let them know there are different solutions.
Prestige
Make people look good in front of others.
Do these three things and people will listen to what you say. You can build influence with clients and make changes within an organization, Wynn said.
MDRT videos from top financial advisors about building trust:
- Building trust with clients
- Being a trusted advisor, not a salesperson
- Top of the Table members can see Wynn’s presentation, “Change is mandatory, stress is optional,” on MDRT’s website.
By Antoinette Tuscano, MDRT content specialist
Fruitful advice