Blog

“The greatest danger in times of turbulence is not the turbulence; it is to act with yesterday’s logic.”

There are 21 Selling Days in October and 63 remaining in the Quarter!!!

You can’t counter emotion with logic without addressing the emotion first. It is crucial for us as business and community  leaders to move the discussion away from panic or concern and back to the original plan that we created with our clients, friends and neighbors. This isn’t about right or wrong in any decision, but whether the our plan is still intact. Therefore as leaders we have to “reframe” the discussion in terms of what kind of impact is this having on our plan?

The best way to address clients’ emotions is to deal with the three emotional drivers that have made the client uncomfortable:

• They have fear of the unknown fueled by headlines and bulletins
• There are some things that they may not understand or have forgotten that have shaken their confidence
• They have a trust issue with you. It doesn’t have to be a large one to be lethal to the relationship and it must be addressed.

Your clients, friends and neighbors are looking for confidence from you—not confidence in the short-term but confidence that you are there for them and have their best interests at heart, I think it is called trust, faith and honesty. Remember that “this too shall pass,” but it will happen again! Expect it and embrace it and be a leader.

Go out and have a Great Selling Day and make a difference in at least one person’s life today.

WED