We all want people to buy from us, but realistically not everyone will because for some reason or other they have a relationship elsewhere and we have not presented a greater one to them.
Yesterday I was at breakfast with a group of ladies, several of us have businesses. Each of us would like the others to do business with us.
Now I know I am a good financial planner and what makes me unique is my ability to care for people and relate to them. I do not have all the answers but I do know where to find them.
Do I make the client, or potential client comfortable with me and my expertise. Do I present an authority in my life to speak on my topics?
People have to open up to my authority on my products and want to do business with me. What will make them do that? I believe I must be:
- Competent with my topics and exude that authority, I have to be comfortable with my business and know my stuff
- Relational in my authority
- Comfortable in the understanding of the process of winning clients
Authority without relationship is arrogant and cruel. Relationship without competence lacks authority. There is a balance here, all are equally important.
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