Description
Great advisors are effective trust builders, yet early trust doesn’t have enough fire power to keep clients engaged through the minutia of complex planning. When a client’s receptivity is low, they can’t absorb new technical information, and their emotional commitment to planning will ebb and flow. First, we must assess where they are on the continuum from Ease to Friction to Conflict to Toxicity – personally and with the family members affected by the planning. Join Shelley for an overview of why logic alone will not get the deal done – and what to do about it as well as how to move clients from lack of hope to inspired possibility.
(Purchase of this product will include a Video recording, an Audio recording, and a PDF of the Presentation.)
Presented by Shelley Lightfoot