Poised for Exit
Welcome to the Poised for Exit podcast! Poised for Exit is an under 30-minute strategic planning guidance podcast for busy small business owners. Each week you’ll hear certified exit planning advisor, Julie Keyes, talk with a range of entrepreneurs and professionals about preparing your business for a future transition. Guests at every stage of company ownership will share their personal stories and lessons learned about topics such as the anatomy of the exit planning process, developing a growth strategy, how to sell on your terms, exit planning for women small business owners, handling business diversity, and how to sell a family business. Whether you’re planning an exit in the near future or not, this show will provide you with the same action-oriented content that Julie utilizes while consulting with Keyestrategies clients. Building an exit strategy can be overwhelming, especially with all the decisions and details you have to consider. “Poised for Exit” will simplify the process and help you unwrap the unknowns, giving you more confidence in your planning process. Previous episodes are available for download, so if you are new to our show, you can listen to them in any order that suits you. Join us each week for timely, relevant content that will surely impact your business exit outcome! Subscribe to our newsletter below to receive your weekly episode link and stay updated on new strategic planning content. Find “Poised for Exit” on Spotify, Apple Podcasts, Google Play, iHeart Radio, Amazon Music, and others. Thank you to our Sponsors: Sunbelt Business Advisers and JAK CPA's. A special note of thanks to Tyler Keyes who produced the music for the “Poised for Exit” show.
Poised for Exit
166 - The Neuroscience of Conversations that Build Trust
The Neuroscience of Conversations that Build Trust
We were joined today by national speaker, author, and consultant, Mary Schmid, who specializes in teaching financial advisors how to have deeper, trust based conversations with clients. A skill that we could all use more of, for sure!
The neuroscience of conversations is something that surpasses any identifying criteria like gender or generation. It's based upon our brain's cause and effect reactions to feeling "safe" or not; all based on what you as the advisor are saying (or not saying) to them. The truth is that 9 of 10 conversations we regularly have are not the kind that we would be deemed as trust based. Most of them are simply the exchange of data; telling each other facts and other information that we need to know. How dull, right? It's no wonder many of us struggle with listening!
Another type of advisor/client conversation is also too one sided and tends to give advice prematurely, dumping more information than the person needs or wants. We all do that from time to time, don't we?
Yet another, is where the advisor shares all kinds of facts, figures and data to "educate" the client, who politely nods in agreement and acts like they're interested, but asks no questions and ends up not making a decision to work with the advisor. Why? One reason is because no real connection was made by the advisor with the client; the advisor was out to impress instead of connect. Another is that the client is too confused by all the information; a confused mind is not in a position to decide, so they don't.
Mary says the best way to establish a trust based conversation is to have a conversation with yourself before you meet with the client. What will you ask them? What are some ways you can empathize with their situation? How will you relate and get to know them better? Preparing ourselves ahead of time for these kinds of meetings is a powerful way to establish trust and build rapport with clients and prospects much faster than the traditional way of attempting to impress with how much we know.
As I've always said, "clients don't care how much we know until they know how much we care."
Listen to this informative and insightful episode here
Find out more and connect with Mary here and Julie here
Thank you to our show sponsors! Dayta, JAK, Sunbelt Business Advisors and Trust Point
Connect with Julie Keyes, Keyestrategies LLC
Founder, Consultant, Author, Pod-caster and Instructor