When Do We Deliver Our Value Proposition?
See how to spot cues that tell you have moved onto a client's or prospect's stage.
We're financial advisors. We're building this trust. We're doing empathy-based listening. When do we deliver our value? When we earn the level of trust that our clients, our prospects, realize we get them. You're going to see them. They'll start making statements and they literally will say, “Wow, you get me.”
They will say things like, “This is a different meeting than what I expected”. You'll hear them say, “I'm so glad you asked me that. I can't believe how comfortable I am to talking to you about this”. You'll hear them say, “I'm going to tell you something I don't tell a lot of people.“ We will know when we're on their stage because very few people get on other people's stage, especially willingly get there.
And when we do that, you'll see them and they will make a statement that may not be in direct words, say, “you get me, you're different” At that point they're going to make you the director of their movie. Now they want all your value.
For more information contact your MFS team at 1-800-343-2829.
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 INVESTMENT PROFESSIONAL USE ONLY. Should not be shown, quoted, or distributed to the public.
MFS Fund Distributors, Inc., Member SIPC, Boston, MA
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