Over the last 50 years, Singer believes the financial services industry has spent too much time focusing on the illustration as opposed to focusing on the client — their goals and objectives, their wants needs and desires. In this session, Singer shares what questions, statements and observations you can use to answer objections in a way that keeps the engagement moving forward. He also discusses the power of active listening — which is more than just being quiet — and the importance of detailed, prioritized goals and objectives.
