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How ‘Interest Discovery’ Can Help Financial Advisors Satisfy Difficult Clients - Barron's

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“These are times that try men’s souls,” an advisor exhorted to me recently. Of course, the pain from Covid has been felt everywhere, and so many clients are still on edge. How best to deal with your customers these days?

Here’s one ritual I want you to consider adopting. It comes from my late mentor, Roger Fisher, who co-founded the Harvard Negotiation Project.

The...

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March 04, 2021 at 06:21AM
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How ‘Interest Discovery’ Can Help Financial Advisors Satisfy Difficult Clients - Barron's
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