Jul 7, 2022
Mitch Anthony has been creating innovative discovery approaches for financial advisors to use for more than two decades. He helps advisors understand the necessity for listening and hearing people, then provides ideas and solutions for doing just that. He’s certainly experienced to do this: he’s helped his local community significantly by establishing their first suicide/crisis hotline and saw first-hand the necessity for listening to people during their most deep and personal times of need – much like financial advisors do when listening to their client’s plans, regrets, and aspirations. In this episode he discusses important mindsets and skills necessary when beginning conversations with people; patience, empathy and an approach that will set you apart from many advisors and have people opening up to you, seeing you as the professional they need, and beginning healthy relationships with you. He says that advisors need to understand the importance of getting to the heart before going for a product. Every one of us has a story; the sooner someone sees you as genuinely interested in hearing theirs, the sooner they’ll trust you, tell you more, and permit you to become valuable in their life.