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Today Paul Lofties, a member of our Master Series team along with Jay Anderson from Riversource University discuss the challenges advisors face today working with consumers. One challenge is the emotional side. Did you know the client decision making ratio equals 80% emotion, 20% logic in meetings? Commitment and consistency are powerful ways to make your client feel more comfortable. Listen as Jay Anderson explains four key components, apathy through validation, education, social proof and demonstrating authority and expertise in what you do. For additional tools, go to Riversource.com. |
