Ask, Be, Act

In an age of information overload and socially-distanced relationships both personal and professional, it can be a challenge to make the kinds of connections that you need to build your business. Often, I find advisors confuse “activity” with “productivity,” and this can be a dangerous error.

So, how do we stay connected? It’s simple if you follow these three rules:

1. Ask great questions
2. Be an active listener
3. Act on what is shared

ASK – We all go into client meetings with an agenda, but what about the moments before the meeting officially begins? Make your opening sentiments meaningful – here’s where you can leverage technology to enhance your conversations, rather than deplete them. Record details in your CRM such as anniversaries, grandkids’ names, hobbies, or recent trips and ask about how those grandkids are doing. Have a script before you even start the meeting that you’ve memorized so you can ask questions that surprise them and let them know you’re listening and keeping track.

BE - While it’s easy to sneak a text just outside of the frame of your conference call, you can’t multitask and give that call 100% of your attention – and trust me when I say that clients notice. We should consider it an honor to hold someone’s attention, and we should return that honor in kind. Practice on your friends and family – listen and be engaged. Do this every day. That’s how you build relationships, and those relationships will deepen.

ACT – Now that you have all the details you need, create action items. Something as small as an article you came across on the national park they want to visit, to something as big as the financial planning service you think would help them take the leap toward buying that second home.

This is how we build real relationships and those relationships level up. Ask the questions. Be present for the answers. Act on the information you’ve given. This is how good business grows.