Speaking the “Language of Trust.” – Part 4
Listening with empathy is easy if you care about people, especially if you really care about helping people realize what’s important to them. Empathy is the hardest part of the process to learn. An argument could be made that you either care or you don’t. If you don’t care you’ll struggle to empathize. But don’t give up. You may find that by engaging people in conversations that are meaningful, important, significant, and compelling and truly listening that you will become more and more interested, to the point where you actually care. The risk of not caring is that people could feel manipulated by your questions because of the lack of emotional connection. Hopefully, you have discovered that the most rewarding aspect of being a Financial Advisor is helping people make better financial choices so they get what they want.
You have asked good questions, gone emotionally deep with clarifying, expanding, and impact questions, and listened with empathy, so what do you do now? It’s your turn to talk. And what will be music to their ears when you do speak is if you make them an offer or give them so advice that is relevant for them. How do you know what’s relevant for them? That’s what you discovered while you were listening to the answers to all of your excellent questions.