"There was once I got a guy who likes the Detroit Lyons but otherwise I find it really hard to chit chat."

Question from a subscriber: "There was once I got a guy who likes the Detroit Lyons but otherwise I find it really hard to chit chat and find common ground with prospects in the first meeting.” 

WHO CARES???

The bond comes from them talking and you listening; not what you talk about, or what you say.

It's what they say to you.

Let's talk about the "rehearsal."

Take these actions TODAY:

• The first minutes of a meeting, ask the prospect to tell you a story. Who is the #1 person they want to protect? What was the worst experience they ever had with money? Just keep asking deep questions until they start enjoying telling you stories.
• When they say something, ask them another question about what they said, pinpointing a detail. Get them to keep drilling down on it.
• What you are doing here is "rehearsing" them for the format of the client-advisor relationship: they talk, and you listen.
• This way, you can move into a discussion about their money and it's as if they are already your client; they are talking, you are listening.
• The rehearsal is the foundation for the working relationship. The more you rehearse, the better the pitch will go, when you make it.

When people feel listened to, they trust you. That is the only thing that has meaning to people - that they feel listened to - because that validates them.

The more time you spend listening the higher the trust they have built in you.

Forge this mental framework of "rehearsal" between you and them by getting them to talk and forget about regurgitating some nonsense about Sharpe ratios or the Miami Dolphins.

Yeah?

Yaaaaah.

BOOM - there you go, today's marketing tip for ya!

-Sara G

I am a financial ghostwriter.

I write copy for financial advisor:

• Blogs,
• Newsletters,
• Brochures,
• Social media posts, books,
• Market or economic outlook pieces,
• Ebooks,
• Powerpoint presentations,
• Youtube videos,
• LinkedIn profile pages,
• Websites

Send me a message below if you'd like a quote for some new copywriting!

WORK WITH ME

If you are finding this newsletter valuable, please feel free to support its production by making a $20 contribution via this PayPal link  or via Zelle to sara@saragrillo.com .

-Sara G

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Disclaimers

All characters in this article are fictional in nature. Any similarity to individuals, living or dead, is entirely coincidental.

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Grillo Investment Management, LLC will strive to maintain current information however it may become out of date. Grillo Investment Management, LLC is under no obligation to advise users of subsequent changes to statements or information contained herein. This information is general in nature; for specific advice applicable to your current situation please contact a consultant or advisor.