Category 3: Speculative Statement Breadcrumb
See how these statements help you prove that you care about a client's or prospect's opinion.
Category three breadcrumbs, speculative statements. What's a speculative statement breadcrumb? Any statement that somebody makes in which they're wondering about the future, they're curious about what might happen in the future. I wonder what's going to happen to the stock market if interest rates keep going up? They might even say, "I've thought about what would happen if I push my resources in this direction." It almost appears to be a question, but they're speculating on the future. What we have to remember on speculative statement breadcrumb, we have a tendency where we want to give our advice, give our opinion. It's the future. We're curious. That's what partners do, help each other. They're not asking a question. What they first want us to do is discover on their curiosity to ask them, "Well, I have some thoughts if inflation keeps going up, but I'm curious, what do you think is going to happen?" You'll see, when they give a speculative statement, what they really want to know is, do you care what I think? We want to demonstrate to them. Before we give our value, we want to show, I'm curious what you think they're dying to tell us. That's how we get on their stage.
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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.
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