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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 8. What Did He Say?

Speak up.

—Anonymous

Now you’re talkin’.

—Anonymous

You’re aware that America is getting older, and your clients are getting older. With advancing age, hearing naturally begins to deteriorate. It’s estimated that one-third of the people in the United States between the ages of 65 and 75 have some degree of hearing loss, and the percentages only increase from there. But to think that hearing loss might not be an issue for your younger clients is a mistake. The majority of people in this country with hearing loss are younger than age 65.1

In a typical office or conference room setting with an individual and their spouse, being heard isn’t a problem. If your clients can’t hear you, they’ll just matter-of-factly ask you ...

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