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The Financial Professional’s Guide to Communication: How to Strengthen Client Relationships and Build New Ones by Robert L. Finder

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Chapter 3. “Your Financial Professional Will See and Hear You Differently Now”

Doctors can be frustrating. You wait a month-and-a-half for an appointment, and he says, “I wish you’d come to me sooner.”

—Comedy routine

Before addressing what comes after your Critical Opening, answer this question: How do people perceive you?

Are you more apt to be associated with these words:

Broker         Salesman         Business       Customers

Or these:

Advisor        Consultant        Practice        Clients

The latter series is typically associated with professionals such as doctors, attorneys, and accountants although financial professionals would also apply. Unfortunately, we often are referred to in terms of the former, especially for those of us who ...

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