48 minutes | Jan 19, 2021

The Art and Skill of Conversation, Part 2: Asking the Right Questions to Understand Your Prospective Client’s Needs with Ivan Farber

This is Part 2 of the conversation between our president, David DeCelle, and Ivan Farber, author of Conversations: How to Manage Your Business Relationships One Conversation at a Time.  In Part 1 of our podcast, Ivan talked about how to build rapport in a conversation and how to proactively monitor conversation engagement. In this Part 2, Ivan gives us a more concrete formula on how to bring out the specific needs of a prospective client. In this episode, you will learn how to plan a conversation that will naturally guide prospective clients into discussing their true needs. Once you understand their needs, you’ll be able to show how your professional experience and services can help.  Ivan breaks the process into five parts in what he calls the CLEAR method... Links and resources Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you’d love to see covered.
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