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No matter what the country or tax law or products, people are still people. By asking questions and involving anyone who will be involved in the decision-making process, the road to a successful sale will be shorter, less bumpy and have not as many detours. Top of the Table member Simon Singer shares a big mistake he made that changed his career for the better that will change yours as well.

The more questions you ask, the more likely you can get your prospect to open their head and heart. Active listening will help you determine whether their answers require secondary questions from you.

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.

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.

Top of the Table member Simon Singer believes the financial services profession has become too focused on the numbers that are shown on the page instead of exploring the human condition. People buy with a motion and validate with numbers. Over the years, Singer has gathered questions, statements and observations from some of the greatest producers of all time, while adding some of my his creations and interpretations. This session is chock-full of that language — the things you should be using in your appointments with prospects.

Top of the Table member Simon Singer believes the financial services profession has become too focused on the numbers that are shown on the page instead of exploring the human condition. People buy with emotion and validate with numbers. Singer explains how to appeal to prospects and connect with their other advisors as well.

No matter what the country or tax law or products, people are still people. By asking questions and involving anyone who will be involved in the decision-making process, the road to a successful sale will be shorter, less bumpy and have not as many detours. Top of the Table member Simon Singer shares a big mistake he made that changed his career for the better that will change yours as well.

Learn more about clients by turning observations into questions.

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.

Creating a team approach to working with clients benefits both advisors and accountants.