Many advisors have been conditioned to believe that their prospects must like them first, before they’re willing to become a paying client.
If you eavesdropped inside a typical initial conversation between an advisor and their prospect, you’d probably hear a lot of chit-chat about trivial things, that may not relate to their challenges.
The problem with rapport-building on its own, is that your prospects can sense you may have a hidden agenda behind it.
In this month’s Stump The Guru show, I’ll be talking Does Being Too Friendly Come With Downsides?
