Mastering Engagement with High Net Worth Clients
A program designed to equip professionals with the skills to effectively engage with high net worth clients, build strong relationships, and ultimately increase sales by leveraging the power of making others feel heard and interesting.
Program Modules
The Universal Topic: Unlocking Client Engagement
Introduction to the core concept that everyone loves talking about themselves, and how this understanding can transform client interactions.
Recognize the Universal Appeal of Self-Discussion
OnceInternalize the research and understanding that discussing oneself is neurologically rewarding, similar to indulging in good food or other pleasurable activities. This is the foundation for shifting the focus from small talk to meaningful engagement.
“we all adore and that's ourselves”
Identify and Avoid Generic Conversation Starters
OnceUnderstand why common small talk topics like the weather are ineffective and often perceived as boring or insincere. Commit to moving beyond these clichés.
“the reason that people struggle with small talk is simply not knowing what to say or how to say it”
The 'A' Formula for Meaningful Conversations
Learn and practice the 'A' formula (Anchor, Reveal, Encourage) to steer conversations towards client interests and build rapport.
Master the Anchor: Connecting to Shared Reality
OnceLearn how to initiate conversations by identifying and referencing a shared context or mutual reality, providing a natural starting point.
“first anchor the conversation by connecting it to your Mutual shared reality”
The Crucial Reveal: Sharing Authentically
OnceUnderstand the importance of revealing something brief and relevant about yourself related to the anchor. This builds authenticity and encourages reciprocity.
“next reveal something about yourself related to the Anchor that you've thrown up”
The Power of Encourage: Letting Them Lead
OnceLearn how to conclude the 'A' formula by asking open-ended questions that encourage the client to elaborate and take the lead in the conversation.
“finally encourage by asking a question and letting them take the lead in the conversation”
Simulate the 'A' Formula in Action
WEEKLYPractice applying the 'A' formula through role-playing scenarios. Focus on smooth transitions and ensuring the client feels engaged and heard.
“mastering this technique takes practice”
Continuous Improvement and Relationship Building
Focus on ongoing practice, observation, and refining the 'A' formula for long-term success in building client relationships.
Implement the 'A' Formula in Real Client Interactions
DAILYActively apply the 'A' formula in your daily interactions with clients. Observe the impact on engagement and relationship depth.
“use the a formula to engage with high not worth individuals”
Reflect and Seek Feedback
WEEKLYRegularly reflect on your conversations. If possible, seek subtle feedback from clients or colleagues on your engagement style. Continuously refine your approach.
“mastering this technique takes practice”
Observe Long-Term Impact on Sales
MONTHLYNotice how improved client engagement, built on the foundation of making them feel interesting, directly contributes to increased sales and stronger client loyalty.
“build relationships and ultimately increase sales”
What You'll Accomplish
- Understand the psychological basis for why individuals enjoy talking about themselves.
- Identify and avoid ineffective small talk topics.
- Master the 'A' formula (Anchor, Reveal, Encourage) for engaging conversations.
- Develop skills to make clients feel heard and interesting.
- Practice conversational techniques through simulation and real-world application.
- Build stronger client relationships that lead to increased sales.
Full program access + updates