Many advisors practice the technique that instead of asking for a referral, they ask for a recommendation. The goal, obviously, is the same. But a small adjustment in language can make a big difference in the message you send to clients.
For the same reason, Yolie Aleman-Rodriguez, a four-year MDRT member from Tolleson, Arizona, stopped thanking her clients for coming to see her after she walks them to their car. “It’s a service that I’m walking them to their car after we’ve had a great discussion on their financial future, and I’m glad that I can help them,” she said.
Watch more from Yolie Aleman-Rodriguez in “Live your life in full color.”
Instead of saying thank you, Aleman-Rodriguez says, “I am so glad I can be of service to you.” That minor but impactful reframing of the relationship helps emphasize her role as being there to help and provide value, not sell.
“They’re not doing me a favor by buying from me; we’re protecting their future,” she said. “If I differentiate myself by being of service and providing value, they’ll be so excited that they will thank me, not the other way around.”
Read more communication advice in the Round the Table article “Be a better listener.”
Hi , that’s wonderful way of thanking to the customers with equity. I really like it & wants to apply
Regards