Asking Multiple Questions to Identify Breadcrumbs Seems Time Consuming?

Eric, breadcrumbs are cool. They may make us the Jedi. We don't have a ton of time to be just spending asking questions on all these breadcrumbs. Time matters to us. I understand. Time is critically important. I need you to understand, we've built this process to get on their stage as fast as possible. I've taken into account that your world, you're busy. You don't have a ton of time. As a matter of fact, empathy-based listening is going to save you time. Why? This is about building trust. Your clients are not going to express all their financial goals, their life goals until they know they trust you. This is the stage battle. We're trying to get them on our stage where they can trust us and they say, "No, but I need you over here." The faster we get there, the faster they're going to go, "You get me. Let's go." Empathy based listening, picking up breadcrumbs, three minutes. Three minutes of picking up breadcrumbs, and they're going to go, "Great. You're on my stage. Let's get to work. You're the director of my movie."

 

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