The Importance of Clear Evidence in Answering Tough Questions
Jessica has serious concerns about her kids' generation or age group and high expectations regarding financial management. Jessica wants someone who can perform well, so she asks Robert how he'll know if they're doing that. In answering questions about his firm's performance, Robert doesn't just provide his own opinion. He starts by saying excellent question, which shows his confidence and understanding. And finally, he mentions the fact that they've received awards for wealth management.
For people with money, choosing a wealth manager is a high stakes decision. They want to be able to sleep well at night, knowing their hard-earned money and assets are in good hands. They want to choose a financial services professional – or a firm – they can trust.
To build the trust required to sell financial services, you need to ask the right questions and provide the right information. To develop rapport and understanding with a potential client, you might ask about their major financial concerns. And you might have to answer tough questions about your performance to convince them that you’re the right choice.
In our last lesson, we learned a lot of great collocations, or common expressions, related to financial services. Some expressions are well-known, but you may find yourself explaining some jargon or special terms to a potential client. And at a certain point in the discussion, you’ll have to find a diplomatic way of introducing the topic of fees.
In today’s dialog, we’ll rejoin a conversation between Robert and Jessica. Robert works for Vickers Wealth Management as a financial advisor. Jessica is a potential client. She’s looking for someone to help manage her assets. Now, they’re nearing the end of their first conversation in Robert’s office.
Listening Questions
1. What are Jessica’s biggest worries about?
2. What is Robert going to send to Jessica to help her understand his company’s performance?
3. What special wealth management term does Robert explain to Jessica?
