“Talking the Talk”
Bob Veres commented on Bill’s November article in FA Magazine: “Bachrach says that the important part of the communication process is not the data, it is the validation of the individual client sitting across the desk from you. Those communication skills are the key to whether clients or prospects trust you and whether they follow your advice. From there, he offers some quotes from communication gurus.” Bert Decker, author of You’ve Got To Be Believed To Be Heard, says that the quality of your communication determines the quality of your life. Patricia Fripp says that “Specificity leads to credibility.” (In other words, don’t use words like “stuff” for the actual word you’re searching for, or words like “kinda” and “sorta.” Motivational speaker Giovanni LIvera says “When you connect people to their heart, you connect them to you.”
Dianna Booher, author of Voices of Authority and Communicate With Confidence says that the truth, the whole truth, and nothing but the truth should not be three separate things. The truth should not include spin, hype, exaggeration or embellishment.
“Bachrach suggests that you review the script for your meetings (do you have a script?), and see if you’re asking purposeful questions and listening with empathy. Is the conversation valuable for the client? He says the most successful communicators will record their meetings with clients with digital hand-held recorders.” (Financial Advisor Magazine, November 2009 issue – p. 48)
To read the article: “Talking the Talk” published in the Financial Advisor, November 2009, go to:
http://www.fa-mag.com/component/content/article/4618.html?issue=115&magazineID=1&Itemid=73
