“So Ted, how is your relationship with your current broker?” “Terrible” he responded. “Great!” I said, “How much did you lose in the last downturn?” “A lot” he responded. “Great!” I said. “Are you looking to move your assets soon based on the poor performance?” “Yes,” he responded. “Great!” I said.
“Great” were my responses in one of my very first sales. I didn’t know I my responses were inappropriate until Ted told me after the sale. Needless to say, I was embarrassed. Why? I took pleasure in his responses (pain).
When having a conversation listen to yourself. How would you feel if someone responded to you the way you were responding? Be wise to your responses and act accordingly. Your response may be just what gets you the sale.
Today, be extra sensitive to your responses or try new responses to see what works best for you.
“Action and reaction, ebb and flow, trial and error, change - this is the rhythm of living. Out of our over-confidence, fear; out of our fear, clearer vision, and fresh hope. And out of hope, progress.”