À PROPOS DE CET ÉPISODE
Many financial advisors close the door to a new relationship within the first minute of a conversation—without even realizing it.
It happens when someone asks one of the most ordinary questions imaginable:
“What do you do?”
Do you give your title? List your services? Or launch into an elevator pitch?
In this episode, Dr. Vicki Rackner shares a better way to answer—one that helps people understand why your work matters without making them feel as though they have wandered into a sales presentation.
You’ll discover:
• Three ways financial advisors commonly answer “What do you do?”
• Why technically accurate answers may create the wrong picture
• How to create a positioning statement that makes people lean in
• Why your answer should change depending on who is asking
• How to keep a conversation moving like a ping-pong game
• Questions that help you create a genuine human connection
• Why the best outcome may be hearing, “How do you do that?”
Your positioning statement does not need to explain everything you do. It needs to be truthful, relevant to the person in front of you, and interesting enough to create curiosity.
Because the goal is not to deliver a sales pitch.
The goal is to open the door to a human connection.
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