9 Useful Phrases for Making Your Point to Clients
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The right expressions can create “aha” moments and get buy-in from prospects and clients.
For a doctor or surgeon, making complex topics sound simple is part of a good bedside manner. I recall a doctor describing a procedure this way: “Basically, we are going inside and installing ceiling tiles with rivets.”
Financial advisors need to create “aha” moments to make it easier to get the client to agree.
You are maintaining your high standard of ethics. You are not lying or omitting details. You are using an expression to make a point, get the client on board and then fill in the details. The details are often tied back to the expression creating the “aha” moment.
Suppose a client, used to transactional investing and the pay-by-commission model, does not understand the logic behind financial planning and asset-based pricing.
The advisor might be likened to the captain of an ocean liner. The financial plan is the course map, and the investment account is the ship. The journey probably won’t be smooth sailing in a straight line. There will be course adjustments because of storms. The captain’s objective is to do everything they can to bring the ship and passengers safely to their destination. The captain is paid along the way. You can see the “aha” moment.
There are many ways of creating “aha” moments to get your point across. You probably have a few of your own.
In the gallery, let us look at 10 expressions that can create “aha” moments.
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