Why Prospects Stop Listening

By Rod Zeeb

As a financial advisor, you’re likely familiar with the importance of engaging your clients and helping them to understand their financial situations. 

One way to do this is through the use of presentations, such as PowerPoint slides or brochures. However, as the speaker in this transcript points out, simply presenting information to your clients is not enough. To truly help your clients have “revelations” and build a strong relationship with them, you need to involve them in the learning process.

The speaker notes that “revelation stops when presentation starts.” In other words, when you begin showing slides or giving a lecture, your clients are likely to sit back and simply watch the show. They may not be actively engaged with the material or thinking critically about how it applies to their own situation. As a result, they may not have any real “aha” moments or insights that could help them make better financial decisions.

To avoid this, the speaker suggests breaking up your presentations with questions and opportunities for client involvement. Rather than simply presenting information and moving on, try asking your clients how they would apply the information or if they’ve seen anything similar in their own lives. By getting them to actively engage with the material, you can help them to have those moments of revelation that can be so powerful in building a strong advisor-client relationship.

Of course, this doesn’t mean that you should ditch PowerPoint or other presentation tools altogether. These can still be useful for conveying information in a clear and concise way. 

However, it’s important to remember that they are just one part of the learning process. To truly help your clients learn and grow, you need to involve them in the process and encourage them to think critically about their own financial situation. By doing so, you can build a stronger, more collaborative relationship with your clients that will benefit both of you in the long run.

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