#023 – Mitch Anthony helps advisors understand the need for listening and hearing people, then provides practical solutions and ideas how to do that. He’s certainly experienced to do this: he significantly helped his local community by establishing their first suicide/crisis hotline. Mitch saw firsthand the importance of allowing people to feel heard during their deepest and most personal times of need—much like financial advisors need to do when listening to their clients’ plans, regrets, and aspirations. In this episode he discusses important mindsets and skills necessary for engaging clients in meaningful conversations, including patience and empathy. For your clients to truly open up and see you as the professional they need, Mitch says advisors need to get to the heart before going for a product. Everyone has a story; the sooner someone sees you as genuinely interested in hearing theirs, the sooner they’ll trust you, telling you more and permitting you to fill an invaluable role in their lives.
Ways to connect with Mitch and learn more:
- Explore the books he’s written, including his classic StorySelling for Financial Advisors as well as his new Life-Centered Financial Planning
- Learn more about the speaking Mitch does
- Find out more about becoming a Life-Centered Advisor and access discovery tools and other resources
- Check out higher education courses focused on Life-Centered Financial Planning at Texas Tech
- Email notes and questions directly to Mitch