
Watch
February 9, 2024
Trust, Stages and Distractions
These resources will help your branch team build a high level of trust by mitigating distractions as well as showing you how to walk off your stage and onto your client's.
About Eric Maddox
The Three Levels of Trust
Understanding Stages
Removing Listening Distractions
Frequently Asked Questions
About Eric Maddox
The Three Levels of Trust
Trust impacts our ability to influence others. Understand the levels of trust and learn how to build more trust with clients and prospects.
Before you can increase trust and add more value, you need to understand the levels of trust.
Understanding Stages
Understand the concept of stages and the importance of operating on a client's stage.
See how the ability to move from your stage to a client's or prospect's stage is key to building deep levels of trust.
Learn how to recognize when you've moved from a client's stage back to yours in order to solve a problem.
Explore how you can stay on a client's stage by continually seeking to understand their perspective.
Removing Listening Distractions
Learn how to remove distractions and build deeper levels of trust.
Eric Maddox discusses his background, how he developed Empathy-Based Listening and how this program can set you on the road to success.
Learn what category one distractions are and how to eliminate them.
Explore how personal non-biased can get in the way of listening.
See how unknown terms can derail you and what to do when you encounter them.
Learn how filtering conversations through a bias can lower your ability to listen.
Focusing on your agenda is a major distraction. Learn how to mitigate this large distraction.
Rather than proving your worth, explore ways demonstrate that your focus in on your listeners.
Frequently Asked Questions
Explore the right way to take notes during a meeting.
Shared stories are a great way to relate. Learn some of the best ways to share yours.
See how to spot cues that tell you have moved onto a client's or prospect's stage.
Learn how to use discovery questions to manage a group discussion.
Eye contact demonstrates your interest. Explore tactics for maintaining eye contact.
Follow these simple strategies that brings your agenda to your client's stage.
See how to create a virtual meeting that has as much impact as an in-person one.
Explore how Empathy Based Listening and moving to another's stage can help you uncover clients’ needs faster.
Identifying Breadcrumbs
Clients and prospects often drop conversational "breadcrumbs." These resources will help your branch team identify and pick up those breadcrumbs to home in on clients and prospects' concerns and goals.
The Importance of Conversational Breadcrumbs
Frequently Asked Questions
The Importance of Conversational Breadcrumbs
Breadcrumbs can take many forms. Learn how to identify the different categories of breadcrumbs and how to respond.
Learn how to recognize and act on key breadcrumbs to improve your listening skills.
Learn how you can use subjective statements from clients and prospects to understand their perspective.
Exclamatory statements are the easiest to recognize. Understand what they signal.
See how these statements help you prove that you care about a client's or prospect's opinion.
Lead breadcrumbs show excitement. Learn how to tap into that excitement.
See why picking up these breadcrumbs is key to engaging on a person's stage.
Learn how to respond when a client or prospect suddenly changes the subject mid-conversation.
These breadcrumbs are not as simple as they seem. See how to discover what really matters.
Recognize what clients and prospects are looking for when they make comparison statements.
These are topics a person brings up then puts off. Explore ways to follow up on these statements.
Learn how to discover what's behind a rejection and how to accept it.
Frequently Asked Questions
See how you can avoid being overwhelmed by multiple breadcrumbs.
Explore how verbal cues can help guide your discovery.
Speculative statements may feel like questions. Understand what the client is really asking.
Learn what to do if a client or prospects side steps the breadcrumb you picked up.
Time matters. Understand how Empathy-Based Listening and this process can save time.
Recognize when you've done enough discovery and moved to a client or prospect's stage.
See how to keep on a client or prospect's stage when the conversation is shifted.
Empathetic Listening in Action
Take action on what you learned with these resources and by partnering with your Edward Jones Team.
Analyze Your Book
Align Heritage Planning and My Priorities
Partner With MFS to Schedule a Seminar
Frequently Asked Questions
Analyze Your Book
Set up a meeting with your Edward Jones Team and request a walkthrough of our Build with Purpose presentation. You will learn how to analyze your current book of business and client base, realign or reallocate your clients' portfolios based on their goals, needs and risk tolerance and help position yourself for long-term growth.
Align Heritage Planning and My Priorities
Deepen client relationships by using MFS’ Heritage Planning info-sheets that align with the My Priorities tool. Jump start your journey to Goals-Based Advice through discovery and impact your branch today.
Partner With MFS to Schedule a Seminar
Build stronger relationships with your clients and attract new prospects by hosting a seminar. View our seminar offerings.
Frequently Asked Questions
These resources will help your branch team build a high level of trust by mitigating distractions as well as showing you how to walk off your stage and onto your client's.
About Eric Maddox
The Three Levels of Trust
Understanding Stages
Removing Listening Distractions
Frequently Asked Questions
About Eric Maddox
The Three Levels of Trust
Trust impacts our ability to influence others. Understand the levels of trust and learn how to build more trust with clients and prospects.
Before you can increase trust and add more value, you need to understand the levels of trust.
Understanding Stages
Understand the concept of stages and the importance of operating on a client's stage.
See how the ability to move from your stage to a client's or prospect's stage is key to building deep levels of trust.
Learn how to recognize when you've moved from a client's stage back to yours in order to solve a problem.
Explore how you can stay on a client's stage by continually seeking to understand their perspective.
Removing Listening Distractions
Learn how to remove distractions and build deeper levels of trust.
Eric Maddox discusses his background, how he developed Empathy-Based Listening and how this program can set you on the road to success.
Learn what category one distractions are and how to eliminate them.
Explore how personal non-biased can get in the way of listening.
See how unknown terms can derail you and what to do when you encounter them.
Learn how filtering conversations through a bias can lower your ability to listen.
Focusing on your agenda is a major distraction. Learn how to mitigate this large distraction.
Rather than proving your worth, explore ways demonstrate that your focus in on your listeners.
Frequently Asked Questions
Explore the right way to take notes during a meeting.
Shared stories are a great way to relate. Learn some of the best ways to share yours.
See how to spot cues that tell you have moved onto a client's or prospect's stage.
Learn how to use discovery questions to manage a group discussion.
Eye contact demonstrates your interest. Explore tactics for maintaining eye contact.
Follow these simple strategies that brings your agenda to your client's stage.
See how to create a virtual meeting that has as much impact as an in-person one.
Explore how Empathy Based Listening and moving to another's stage can help you uncover clients’ needs faster.
Clients and prospects often drop conversational "breadcrumbs." These resources will help your branch team identify and pick up those breadcrumbs to home in on clients and prospects' concerns and goals.
The Importance of Conversational Breadcrumbs
Frequently Asked Questions
The Importance of Conversational Breadcrumbs
Breadcrumbs can take many forms. Learn how to identify the different categories of breadcrumbs and how to respond.
Learn how to recognize and act on key breadcrumbs to improve your listening skills.
Learn how you can use subjective statements from clients and prospects to understand their perspective.
Exclamatory statements are the easiest to recognize. Understand what they signal.
See how these statements help you prove that you care about a client's or prospect's opinion.
Lead breadcrumbs show excitement. Learn how to tap into that excitement.
See why picking up these breadcrumbs is key to engaging on a person's stage.
Learn how to respond when a client or prospect suddenly changes the subject mid-conversation.
These breadcrumbs are not as simple as they seem. See how to discover what really matters.
Recognize what clients and prospects are looking for when they make comparison statements.
These are topics a person brings up then puts off. Explore ways to follow up on these statements.
Learn how to discover what's behind a rejection and how to accept it.
Frequently Asked Questions
See how you can avoid being overwhelmed by multiple breadcrumbs.
Explore how verbal cues can help guide your discovery.
Speculative statements may feel like questions. Understand what the client is really asking.
Learn what to do if a client or prospects side steps the breadcrumb you picked up.
Time matters. Understand how Empathy-Based Listening and this process can save time.
Recognize when you've done enough discovery and moved to a client or prospect's stage.
See how to keep on a client or prospect's stage when the conversation is shifted.
Take action on what you learned with these resources and by partnering with your Edward Jones Team.
Analyze Your Book
Align Heritage Planning and My Priorities
Partner With MFS to Schedule a Seminar
Frequently Asked Questions
Analyze Your Book
Set up a meeting with your Edward Jones Team and request a walkthrough of our Build with Purpose presentation. You will learn how to analyze your current book of business and client base, realign or reallocate your clients' portfolios based on their goals, needs and risk tolerance and help position yourself for long-term growth.
Align Heritage Planning and My Priorities
Deepen client relationships by using MFS’ Heritage Planning info-sheets that align with the My Priorities tool. Jump start your journey to Goals-Based Advice through discovery and impact your branch today.
Partner With MFS to Schedule a Seminar
Build stronger relationships with your clients and attract new prospects by hosting a seminar. View our seminar offerings.
Frequently Asked Questions
For more information contact your MFS team at 1-877-MFS-4EDJ or at branchsupport@mfs.com.
Neither MFS nor any of its subsidiaries is affiliated with Eric Maddox. The views expressed are those of the speaker and are subject to change at any time.
FOR EDWARD JONES INVESTMENT PROFESSIONAL USE ONLY. Should not be shown, quoted, or distributed to the public.
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