Guiding Customers to Achieve Their Aspirations There’s a moment in every financial conversation where the numbers stop mattering — not because they’re unimportant, but because they were never the point. A client doesn’t sit down with an advisor because they want a spreadsheet. They sit down because somewhere underneath the question about pensions, or mortgages,…
Why Statistics Don’t Sell and Stories Do
Captain Picard, Data, and the Lesson Financial Storytellers Need to Learn On the bridge of the Enterprise, Captain Picard had access to the most powerful analytical mind in the galaxy: his science officer, Data. When facing a difficult decision, Picard could ask Data for an analysis. Data would calculate the probabilities, weigh the risks, and…
The Map of Your Brain
Leonardo da Vinci: The Genius Who Used Both Sides of the Brain When people think of Leonardo da Vinci, they often think of the artist who painted the Mona Lisa. But Leonardo was much more than a painter. He was an engineer, scientist, inventor, architect, anatomist and storyteller. He studied the human body, designed machines,…
What is Your Gut Feeling? How Decisions Really Get Made
Client Priorities In a study clients were asked what their priorities were with their financial advisor. Here were their top six priorities: Take note that all six of these priorities are relational in nature. People desire a stronger relational bond with the individual who is helping them to determine their financial destiny. Making a favorable…
The Story Intelligent Advisor Seminar
In today’s ultra-competitive business environment, it’s not enough for sales professionals to be adept at technical and tactical skills such as getting appointments, making presentations, and closing deals. To really succeed, they must develop and apply their relational skills or what Peter de Kuster calls story intelligence to help them connect with people, recognize customer…
Telling the Financial Story 