From: Financial DNA - Discovering Your Unique Financial Personality for a Quality Life!
Date: May 17, 2007
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Description:
Did you know that icebergs connect below the surface? Well people do as well. This is where truly lasting relationships are formed. So how do you get below the surface and connect with others? I am not just meaning a one sided conversation where you find out the other persons dreams and aspirations. How do you share some of who you are with them?
What I am talking about is creating a safe environment for a Wealth Mentoring Conversation, which is by its very nature mutual. Why would a prospect or client, or for that matter any one else, start totally sharing who they are with you, if you do not reciprocate? I appreciate this is not the normal approach in a traditional advisory relationship, which by its very nature is somewhat one-sided. However, in a wealth mentoring relationship where you are building a long term relationship with the client to be their trusted guide, it is absolutely foundational. This is a key differential in building trust along with listening.
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