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Episode Summary

Human beings fear things that are different while being naturally drawn to what’s similar.

So, when you mirror or imitate someone, you’re subconsciously signaling that you’re similar.

And, when you feel similar, you feel safe.

You can mirror words, body language, tempo, tone, etc.

For financial advisors, the easiest and most effective approach is to focus on mirroring words.

Because, when done right, it’s a powerful technique that:

1) Builds instant trust by making the person feel heard and understood

2) Gets the person to open up and share more information with you

For what it’s worth, Chris Voss is a former hostage negotiator and refers to mirroring as a jedi-mind trick!

In this episode, we’ll look at:

  • The biological and psychological reasons that mirroring is so powerful
  • Why servers who mirrored customer’s orders got higher tips
  • Two ways to starting mirroring words with prospects and clients

Resources

10 Insights To Master The Human Side of Advice (Article)

10 Insights To Master The Human Side of Advice (Podcast)

10 Rules for Human-First Financial Advice (Standard Deviations Podcast)

 

 

Whenever you’re ready, there are 3 ways I can help you master the human side of advice:

  1. Human Side of Advice Masterclass: Everything you need to build a human-first planning process alongside other like-minded advisors in 8 weeks
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  3. HSOA Community: A place to meet, collaborate, discuss, brainstorm, learn and grow with other advisors passionate about the human side of advice

If you’re interested, let me know here.