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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 4. Please, Tell Me More

Basically, I have been compelled by curiosity.

—Mary Leakey

I was pleased to tell my doctor more about my book, just as I would have been delighted to tell Coach Atlas about my tennis dreams, just as your clients are so willing to share their stories with you. In fact, if you’re a good listener, you may be the only person they can talk to and confide in. All you have to do is ask and then encourage them to “Please tell me more.”

Those four simple words will do more to reveal important and relevant information about your clients than anything else you can do or say. You can repeat it a dozen times and you know what will happen?

Sure, you say, “The client will stop and ask me if something’s wrong—thinking maybe I’m ...

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