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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 11. It’s Showtime!

All the world’s a stage...

—William Shakespeare, As You Like It

It’s showtime!

Whether you’re presenting to an individual or a couple in the sanctum of your office; to a small group cloistered in a conference room; or an assembly gathered around you to consider your thoughts, you’re on stage, you’re acting, and you’re playing the title role.

There is nothing wrong with acting. Anything less than delivering your best performance is a disservice to your clients who pay good money to be with you. Disappoint them once, twice, too many times, and you place your relationship in jeopardy. Think your personal performance doesn’t matter? Then don’t be surprised when your audience stops showing up.

“My clients want me—the real ...

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