141: The Power of Storytelling: How To Craft Stories That Convert Prospects Into Clients with Stacy Havener
The Human Side of Money
Intro
This chapter explores the vital difference between persuasive arguments and compelling offers in sales. It underscores the importance of emotional connections, storytelling, and authentic communication in fostering client relationships and improving advisory practices.
The most common mistake advisors make with prospects?
They deliver a logically-driven pitch showcasing all the ways they can help.
But, prospects make decisions with the emotional part of the brain. And, that’s why logical pitches fall on deaf ears.
Stacy Havener, Founder and CEO at Havener Capital Partners, has raised billions for boutique asset managers, and she did it with words, not numbers. Her story-driven method taps into something most pitches miss: emotion.
If you want to connect with prospects, you need to master the art of storytelling.
In this conversation, she unpacks why logic-based pitches fail, how to structure a first meeting to connect at a human level, and the neuroscience behind compelling narratives that convert.
You’ll learn:
- How you can set the tone for a vulnerable and authentic conversation
- How to turn a good story into a compelling offer that moves clients to action
- Structuring prospect meetings to build an emotional connection and trust from the start
- The science behind storytelling and how it triggers buying decisions at a subconscious level
- Tips for creating powerful “backstories” and using emotional cues that resonate with your audience
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Resources:
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About our Guest:
Stacy Havener is the Founder/CEO at Havener Capital Partners, a sales and marketing agency that helps boutique asset managers build, launch and grow funds. Havener Capital is on a mission to level the playing field in asset management by raising $100B for boutiques over the next decade.
Stacy holds her Series 6, 7, 24, 63, 66, and 79 licenses and is a registered representative of Compass Securities Corporation. She received her Bachelor of Arts in English Literature from Western Connecticut State University, graduating summa cum laude in 1998. That same year, Stacy was named to both the NCAA and the GTE/CoSida Academic All-American teams for Division III Women’s Soccer and subsequently nominated for NCAA Woman of the Year.
Based in Newport, RI, Stacy often spends her mornings walking the beach, sipping a Dunkin’ coffee, and listening to 90’s hip hop
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Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy.
Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources.
The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice.
Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place.
RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.
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