Key to getting people to do what you want is to make them see how it will benefit them, according to Charles Dwyer, Ph.D., associate professor at the University of Pennsylvania. Advisors should remember that clients make decisions based on emotions and use their behavior as an indicator of what they’re thinking.
Dwyer suggests taking note of the words and phrases a client uses most often and repeat them in meetings. Repeating a particular message using different language increases the odds of a client hearing it.
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