“You’ve got a real way with turning a phrase, it’s like you’re a wordsmith,” a recent advisor complimented with a conspirator-like smile as she asked “Do you have any tricks up your sleeve to get people to do business with you?
She’s good! Flatter and then ask a question with a serious edge to it. I caught myself from falling into her orbit of sales sorcery and re-framed her concept of “tricks” into Remarkable Subtle Tactics. As I share these with you, let me be clear – they are not tricks, but these tactics are extremely effective.
Matt Oechsli is author of Building a Successful 21st Century Financial Practice: Attracting, Servicing & Retaining Affluent Clients. www.oechsli.com