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In this Swift Chat video conversation, Marie Swift speaks with Bill Cates, President of Referral Coach International and founder of the Cates Academy for Relationship Marketing about his new book Beyond Referrals, which gives advisors the tools they need to transform introductions into new clients.
The two discuss converting referrals into engaged introductions, why people make referrals, how to form business friendships, and shed more light onto what type of client relationships lead to introductions. Are you a good communicator? How do you know? In this article, 4 Keys to Mastering Client Conversations, Marie Swift of Impact Communications offers some ideas that bubbled up during her work on a new paper, Mastering the Conversation: A Guide to Excellent Client Communication, which Heather Kelly and the Advisory Solutions Team at Allianz made available in 2022.
No name/email needed to access PDF: https://tinyurl.com/MTCGuide We can all think of people in our lives who are smart as the dickens but they seem to lack emotional intelligence. They don’t seem to understand that tone matters, that body language and facial expression matters, that words matter. It’s not always what they say but how they say it – and when – that seems a bit ham-handed.
In the study we conducted in 2020, Impact Communications found that when it comes to reassuring clients during turbulent times, “I care” communications are way more important than “I know” communications. Of course, communicating effectively was not easy during the worst parts of 2020 and the dog years of 2021.
So, how do you master even the toughest of conversations? This article will dive deeper into the topic. You will also find links to resources and ideas for becoming more resilient yourself as a "first responder" of sorts. 
To say the nation is on pins and needles right now might actually be an understatement. This is why I asked Dr. Daniel Crosby to give us some quick tips on understanding why people act as they do -- and why we may be feeling such a swing of emotions right now.
With the Presidential inauguration set for Wednesday this upcoming week, January 20th, and given the disturbing violence on Capitol Hill last week -- plus everything else going on with the ongoing pandemic and challenges/concerns -- it is sometimes hard for even the most stoic of us (that would be me) to focus on family and business as usual. What can we do? How can we cope with all the uncertainty and concerns swirling around and amplified by the availability of 24/7 news coverage and the endless stream of upsetting content on social media ? Good news: The Special Report and Webinar Replay from the "Conversations That Matter" project are finally available. A PDF of the Special Report is available below. In addition to the official survey results (in the field in September/October, 2020), I added a page with the Live Poll results from the November 12, 2020 webinar that was hosted by RIA Channel, which I think is helpful in seeing how the landscape has changed for independent advisors.
Did you miss yesterday's webinar where I shared an overview of the Conversations That Matter project? The replay and paper will be available soon, but meanwhile, here is a really nice recap from Lee Barney at PLANADVISER Magazine. Thank you, Lee, for joining us and for this excellent summary.
In this Swift Chat video conversation, I speak with author / speaker / thought leader Carl Richards. The topic: Why advisors should think of themselves as a guide in a changing landscape, not a seller of certainty or a defender of an outdated map.
Carl is a Certified Financial Planner™ and creator of the Sketch Guy column, appearing weekly in The New York Times since 2010. Carl has also been featured on Marketplace Money, Oprah.com, and Forbes.com. In addition, Carl has become a frequent keynote speaker at financial planning conferences and visual learning events around the world. In this blog post, you will find an excerpt from the forthcoming paper, Conversations That Matter, a video interview with Carl Richards, and an invitation to the webinar via RIA Channel where I'll be joined by Bob Veres, Shannon Stone, and Heather Kelly. In this Swift Chat video conversation, I speak with Heather Kelly of Allianz Life Insurance Company of North America.
We discuss:
Impact Communications is writing a Special Report called “Conversations That Matter: Addressing Client Concerns, Hopes and Dreams During Uncertain Times.” Conversations That Matter: Invitation to Participate in Survey for Independent Financial Advisors9/29/2020
Impact Communications is writing a Special Report called “Conversations That Matter: Addressing Client Concerns, Hopes and Dreams During Uncertain Times.” This is an opportunity for independent financial advisors to weigh in on 2020's pandemic and economic realities.
We are especially interested in hearing your stories:
Don't miss this opportunity to share your opinions. The survey will close October 13, 2020 at 10:00 am CT. |
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