Have you ever noticed how many people try to be interesting? They watch the news so they can dazzle others with their current events knowledge, read the best sellers so they can give advice and critique, and throw out big names and experiences to convince everyone how impressed they should be of their lives.
Now…have you noticed that this doesn’t really work?
What most people don’t realize is that no one really wants to talk about YOU. No matter how cool you are, how well-read you might be, or how much knowledge might be packed into your brain, you’re still far less interesting to the person you’re talking to than they are to themselves. That’s right: the most interesting person in the world to every single person on the planet is him or herself. It’s just human nature.
Why do I bring this up? As those of you who have been reading my blog know, I’m a big advocate of the soft sciences and getting to know people as a means to better provide advice and mentorship. Too many advisors think they need to convince their clients that they are up-to-date on all the latest market news, throw out how many seminars they attended last year, etc. etc. etc. to stay interesting and relevant.
Guess what? You can achieve a much deeper relationship with your clients if you stop talking about yourself all the time and start talking about them. Do you know your best client’s dog’s name? How about the most interesting place they ever traveled to? Are you aware of the last book they read or their biggest fear? Have you ever asked?
As soon as you turn that spotlight away from your own accomplishments and onto your clients, an amazing thing will happen. Their eyes will light up, they’ll feel more important and worthy, and they’ll start seeing YOU as very interesting. You might even find that the number of phone calls from them increase or that they don’t reschedule meetings with you like they used to. They will want to be around you, and when this happens, you’ll have more opportunity to guide and mentor them.
I’m here to tell you, Dos Equis got it wrong. The most interesting man in the world is not the one who can win an arm wrestling match in South America. It’s the man who can make every person he meets feel like THEY are the most interesting person in the world.
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Patrick Tucker, owner of True Measure Wealth Management and founder of True Measure Financial Advisors, has over 20 years experience in the industry and has spent the last 15 years learning the ins and outs of the fee-only advisory business. He's spent over $500,000 finding mentors, studying consulting businesses, taking courses, studying the soft sciences, running trial and error experiments, and learning how to be an entrepreneurial financial advisor. He's simplified this into an easy to use blueprint for anyone who is entrepreneurial-minded and is tired of the sales culture. Patrick has been able to acquire over $140 million under management with little to no money spent on marketing.