There’s something about a burning smell that’s hard to ignore.
Instinctively, that smell distracts us until we can locate the cause or origin.
Which is why it’s SO important to address anything that might be ‘burning’ in the financial lives of our clients as soon as possible in those first crucial five minutes of every client engagement conversations.
If a client has a sense that something is ‘burning’ in their financial lives and you don’t acknowledge, understand or address that issue, chances are they’ll be distracted by their ‘issue’ until they can investigate it further.
So always explore for the burning issue.…