The listening game
“Our grandson is playing little league and hit a home run just the other day.”
“Did you know the price of a stamp has gone up to 39 cents? I remember when we only had to pay 3 cents.”
In the senior market, you may hear about many topics from your clients that have nothing to do with the services you offer. From the weather in Florida to the final puzzle on “Wheel of Fortune,” you need to be ready to listen to it all. By actively listening to your clients, you will learn about their interests and may begin to understand how they think. This information will help you to relate to them and provide financial solutions that meet their specific needs.
Each family has two CEOs – the chief executive officer and the chief emotional officer. In most cases, the chief executive officer handles the finances and future planning, while the chief emotional officer is responsible for helping the family meet its emotional needs.