Updated Saturday, November 1, 2014 as of 10:05 AM ET

Creating “Wow” in 5 Minutes or Less

As a coach to financial advisors for the past 20 years, one of the most common questions Ive been asked is, Whats the best way to introduce myself? What Im really being asked is, How do I prospect effectively in social situations and make the biggest impact on the other person in a short period of time?

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Comments (5)
Hi Ken,
I enjoyed your article. Creating a memorable introduction is a big challenge for many advisors. I like your thoughts on the importance of the structure of engagement.
Best, Jim
Posted by JAMES B | Thursday, January 31 2013 at 8:37AM ET
Wow, Ken, this is a very refreshing take on the elevator speech. I've always been very uncomfortable with the usual saleman-like approach. Thanks.
Posted by MACK C | Thursday, January 31 2013 at 10:19AM ET
Ken,

Great explanation of a challenging and uncomfortable task. It mirrors exactly what I do now. Unfortunately, it took me quit a few years to realize this is the only way to avoid that feeling, they are wanting to run away now because you were fire-hosing them with every aspect of our business - you first have to show you are interested in THEM and WAIT for them to ask that proverbial question "what do you do" and than I talk about my client specialty. I feel at ease talking about it with an attitude that I'm not chasing them as a client.

Thanks for the conformation Don H
Posted by Donald H | Thursday, January 31 2013 at 10:59AM ET
Wow, what a manipulative approach!!!! You may get people to do what you want and build a practice by manipulating them but this is not the definition of success. Ironically you talk about people's approach being akin to a used car salesman, but your article is just that. People don't need to be manipulated. Just tell them what you do and they will decide on their own whether to work with you. Your personality should be enough to entice them to work with you.
Posted by BRAD T | Thursday, January 31 2013 at 3:17PM ET
Wow! I would run for the door if someone said that to me.
Posted by Will G | Thursday, January 31 2013 at 4:54PM ET
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