You’ve seen it before: You’re having a routine conversation about financial planning or a portfolio change and, uncharacteristically, your client shifts uncomfortably in their seat. The tone of their voice changes. Maybe they look away, or their knee begins to bounce. Sensing that your client is distracted or upset, what do you do? 

When we sense there’s more to a client’s story, we're often reluctant to ask. But not digging deeper could mean missing a chance to give them your best guidance. Focused listening helps you identify and respond to clients’ unspoken concerns in a skillful, constructive way.

Focused listening will not only strengthen relationships with existing clients, but also open doors to new relationships as your clients talk about their unique experience with you. 

Learn:

• What focused listening is
  
• How to use focused listening
  
• What do after your client opens up
  

Overview (2:09) 

Tim Owings, Founder, TL Owings & Associates, LLC