In a recent post, we highlighted the importance of maintaining control over conversations with prospects and clients—that your value as a financial advisor diminishes without it. Part and parcel of maintaining control of a conversation is being able to switch gears when a client takes it in a direction you don’t want to go. Getting trapped in a tangent is a time waster, but how do you change the subject without making it awkward or alienating your client?
People go off topic for many reasons. Whatever the reason, they feel that what they have to say is important, so if you’re going to try to change the conversation, it needs to be done delicately and gracefully to not make them feel as if what they have to say is not important.