“Whether you think you can or can’t, you’re right.” Henry Ford Initial consultation training has such a huge impact on your results and the peace of mind your clients get after meeting with you. As you can imagine such training breaks the process down into numerous parts. One of the main components in a consultation, whether with potential clients or potential referral sources, is the ability to connect. If I had to pick ONE of the parts of the process that is most important and also most … [Read more...] about Building Rapport
Regardless of your estate planning talent and skill… without rapport, people in general don’t feel like they “know” you. Trust is nearly impossible without rapport. Even if building rapport is not your strength, there are a few specific efforts you can fine tune and practice on everyone from the dry-cleaning lady to the guy next to you in line at the airport. Eye Contact: It’s old news, but guess what, you just can’t trust someone with shifty eyes. Pay attention to your own eye contact and … [Read more...] about How Are Your Rapport Building Skills?
Forging a strong, immediate rapport with prospects is challenging enough when you meet with them face-to-face, and increases exponentially when you are forced to build the relationship solely through electronic media such as email newsletters, social media and email nurturing campaigns. When using email marketing as your primary channel for establishing and growing the relationship, the same rules apply as if you were meeting your prospects in person. It all boils down to trust. People do … [Read more...] about How to Forge a Strong, Immediate Rapport with Prospects Through Email