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S15E1 – Influence: Negotiating the Benefit of the Doubt Part 1

Season #15

In this episode of "From Busy to Rich," host Andy and Wes discuss strategies for financial advisors to earn trust and establish rapport with potential clients. Wes shares his experience with a high-net-worth individual, emphasizing the need to negotiate the benefit of the doubt, build common ground, and focus on the client's needs. They explore the importance of mindset, genuine conversation, and continuous self-improvement. The conversation highlights how advisors can overcome doubts, demonstrate their value, and foster successful client relationships through intentional dialogue and trust-building.

Click here to watch the video version.

In today’s episode we will cover:

  • Importance of negotiating the benefit of the doubt when meeting with prospects
  • Establishing common ground and building trust with prospects
  • Emphasizing the need to convey competence and likability
  • Reflecting on the challenges and attitudes required to succeed in the financial advising industry
  • Shifting the focus from wanting something from the client to wanting something for the client
  • Dedication and intentionality required to negotiate doubts effectively

We hope you enjoy this episode, and would love to hear your feedback by leaving a review. If you’re an advisor and want to further explore these or other topics you can learn more at www.wesyounglive.com. Perhaps you’ve been following us for a while, and you’re ready to transform your practice. If so then we would love to have you at our upcoming Transform University class - click here for information on how to sign up.