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Can you repeat the question?

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July 8, 2008 • Reprints

It's easy to slip up and use industry jargon in client meetings, but remember just because you invite your clients to ask questions doesn't mean they will. Authors Scott West and Mitch Anthony remind us that people will neglect to ask questions about something they feel they are expected to know - even if they don't. In their book "StorySelling for Financial Advisors" they suggest pausing to explain terms or concepts, even if you feel they are self-explanatory.

"An advisor is much safer stopping to define any industry terms and have the customer tell you they already understand than it is to breeze through these terms with the assumption of comprehension," the authors point out.

About the Author
Danielle Andrus, AdvisorOne

Danielle Andrus, AdvisorOne

Danielle is the managing editor of Investment Advisor magazine. She has been a part of the publishing industry since 2006, covering the advisory industry since 2007. Danielle has a BA in Economics from the University of California, Santa Cruz, and is a member of the Society of Professional Journalists.

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