The art of listening to uncover new opportunities with your clients.
Do you know the ideal talk/listen ratio?
Put your listening skills to the test. Try this pop quiz.
When meeting with a client, how much should you be talking versus listening?
A) Listen 25%. Talk 75%.
B) Listen 50%. Talk 50%.
C) Listen 90%. Talk 10%.
Check out this video for an answer that may surprise you.
Tim Seifert discusses “Active listening” in this clip.
Listen more. Talk less.
As advisors, we’re often quick to demonstrate how much we know in terms of products and solutions. While we’re showing our expertise, though, we sometimes miss hearing the deeper-level challenges that our clients are experiencing.
That’s where active listening comes in. And as the video above demonstrates, you’ll be surprised at what you uncover when you:
- Listen to learn—and listen with your entire body
- Quiet your agenda
- Ask to make notes, instead of take notes
- Listen 90% of the time
Try it out: RMD planning
Ready to put your enhanced listening skills into practice? As the year winds down, many of your clients may need help addressing their required minimum distributions (RMD). And while some clients get nervous when they’re required to withdraw money, you can help them see the opportunities in starting the retirement income stage.
Make the RMD conversation a chance to hear about your clients’ goals—for reaching retirement on time, living the lifestyle they’ve imagined, or sharing their wealth with loved ones. Get more ideas on helping clients protect and grow their retirement income or take a look at one way to help clients manage RMDs.
Everyone loves a good listener
Active listening can lead to more meaningful conversations on the issues that matter most to clients. In fact, engaging your clients on how to protect and grow their retirement income correlates to a higher satisfaction rating . So, whether it’s a timely conversation like RMDs or any other challenges your clients face, enhancing your listening skills can help you finish strong in 2019.
Partner with us
To learn more about helping your clients find tax-efficient retirement income strategies, contact your Lincoln representative today at 877-533-0265. And follow us on LinkedIn and Twitter for regular insights and tips on retirement income planning conversations.
Tim Seifert has over 30 years of experience in the financial services industry and serves as Senior Vice President and Head of Annuity Sales for Lincoln Financial Distributors, Inc. (LFD), the wholesaling distribution organization for Lincoln Financial Group. In his role as Head of Annuity Sales, Tim leads the Center of Sales Development. He is focused on fostering consultative partnerships between wholesalers and financial professionals as they work with clients to solidify their financial futures and build portfolios based on their specific needs.