Lauren Farasati :: The Gifted Practice

Does your team know what to say?

Many advisors struggle with how to respond to the simple question, “What do you do?” so it isn’t surprising that few get around to arming their staff with an elevator talk. But, boy, is this a powerful concept!

What would it be worth if your staff could deliver a polished statement about the value your firm provides? They could use it with referrals, with centers of influence and with people they meet in their own circles.

When I visit clients and meet with each staff person, one of the questions I always ask is, “If I met you at a party and asked what you do for a living, what would you say?” The best response I ever heard was this:

“I’m an Operations Manager for a wealth management firm. We work with individuals and business owners with a net worth of $5 million or more, who care about their families, businesses, and communities. We help them with everything they care about.”

Kudos to Bill Babb of Raleigh, North Carolina for inspiring this vision in his team.

This article was posted on Wednesday, March 14th, 2007 at 7:27 am.
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