“Good conversationalists understand that they must be willing to share information about themselves,” said Steve Atkinson, executive vice president and head of advisor relations at Loring Ward. “You have to give in order to receive.” Holding a conversation with your client is not a lost art, but some advisors can use a refresher. The conversation has to be a two-way street. Help the client feel comfortable by talking about their life issues. Stay focused; don’t let the entire meeting turn into meaningless banter. Make sure your body language says you’re interested in what the client has to say. Understand the client better by asking them to expand on what they’ve just said. You can take notes, but don’t let it interfere with the conversation. Pay as much attention to what the client is not saying as to what they are saying.

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