The Roadblock to Engaging with Prospects

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What could be easier than asking questions and showing a genuine interest in others? That was my thinking when I formulated The Solin Process℠, based on hundreds of psychological and neuroscience studies.

Boy, was I wrong.

The inability to engage with others in a sensitive, natural way is the biggest obstacle to successfully implementing my process.

My premise

I assumed others shared my background and personality traits. I’m trained as a trial lawyer. Asking questions comes naturally to me.

I’m also an introvert. When I figured out I could navigate social and business situations with ease, by asking genuine questions, the impact was immediate and transformational.

My premise was that others would have the same experience.

My experience

I’ve taught The Solin Process℠ to thousands of advisors in the U.S., Canada and Australia. The response to learning about it has been heartening. In the aggregate, hundreds of millions of dollars of assets has been captured using my process.

Feedback from advisors has also been gratifying.

But I’ve encountered unexpected setbacks. I found that asking questions geared to getting to know someone, without steering the conversation in any particular direction, is more challenging for some than I anticipated.