Every advisor has two puzzles to solve: What to do and how to get them to do it!

The first requires an understanding of numbers. The second is an understanding of people.

Whether you’re trying to get a prospect to become a client or a client to implement your advice…One thing is certain. 

The least effective way to get them to do something is to push or persuade them. The most effective way is to get people to persuade themselves.

There’s a communication technique that does just that called “motivational interviewing.” Fortunately, Jeremy Keil is trained in motivational interviewing and uses it with prospects and clients every single day.

We discuss:

• The crucial change he made in his connection meeting with prospects
• His intentional office design to foster comfortable conversation
• The power of asking permission before giving any advice
• The “righting reflex” clients experience when you give advice
• The importance of acknowledging clients as experts in their own lives

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Resources:

• The featured partner for this episode is Knudge, an automated system to help clients actually follow through on their tasks and reach their financial goals

Connect with Brendan Frazier: 

• RFG Advisory
• LinkedIn: Brendan Frazier
• X:@jbrendanfrazier