Have a hard conversation that you need to have with a client or prospect? Is one of your clients lack of planning detrimental to their future and you need to have an uncomfortable conversation with that person but you find yourself hesitating? You are tepid because you do not want to upset them or lose a potential big dollar client so you end up saying nothing?
If you are suffering from this form of inertia the bromide: Script out the conversation beforehand. Write out exactly what you need to say to the person. Here is the kicker also write out their potential responses to your conversation. I have given this assignment to many of my clients and they often report back that the actual conversation followed 90% of the script that they wrote including the client responses!
So if you have a tough conversation script it out first before you actually have it and you will be surprised at the results! This magic formula also applies to tough personal conversations with friends and family.
When in doubt, script it out!
Also check out Ken Doyle’s new book The Journey, An Evolution of a Financial Advisor:
Kindle: The Journey on Kindle