/ by Don Connelly / Managing the Relationship / 0 comments
You’ve probably had this happen.
You explain a recommendation and the client nods. “Sounds good.” “Whatever you think is best.”
No resistance. No difficult questions. No disagreement.
Walking out of the meeting, it’s easy to think, “That went really well.”
And maybe it did.
But over the years, I’ve noticed something advisors sometimes misunderstand. Agreement and trust are not always the same thing. Sometimes agreement comes from confidence. Sometimes it comes from uncertainty. Sometimes clients simply don’t know what questions to ask. And sometimes they don’t want to appear uninformed.
The danger is assuming that a smooth conversation automatically means you’ve built deeper trust.
Read more
What Financial Advisors Often Misinterpret as Trust
/ by Don Connelly / Managing the Relationship / 0 comments
You’ve probably had this happen.
You explain a recommendation and the client nods. “Sounds good.” “Whatever you think is best.”
No resistance. No difficult questions. No disagreement.
Walking out of the meeting, it’s easy to think, “That went really well.”
And maybe it did.
But over the years, I’ve noticed something advisors sometimes misunderstand. Agreement and trust are not always the same thing. Sometimes agreement comes from confidence. Sometimes it comes from uncertainty. Sometimes clients simply don’t know what questions to ask. And sometimes they don’t want to appear uninformed.
The danger is assuming that a smooth conversation automatically means you’ve built deeper trust.
Read more