It can be difficult to guide clients away from the wrong path and onto the right one. Joel Wymer, a two-year MDRT member from Kent, Ohio, recommends doing it in a “kind, loving way.”
“You can be right but not be very kind,” he said. “To me, the hardest conversations are pointing out to people problems with the path they’re on, telling them they’re not saving enough money or they’re not going to be able to take care of their family, but telling them in a way that doesn’t offend them. It helps them to understand that they need to change what they’re doing.”
How do you accomplish this?
“Ask questions,” Wymer said. “Having them come to that conclusion on their own is much better than anyone telling them that they’re doing something the wrong way. So I ask a lot of questions about how people feel and what they’re doing, and that gets them to come to the conclusion that they need to make some changes. You know that when they ask, ‘What do you think I should do?’ they’re open for some advice then.”
Find more tips on putting clients’ needs first and making money without selling on MDRT’s website.