Financial advisors often know how to serve clients and still avoid the conversations that bring new ones in. The gap is behavioral. It shows up as put-off calls, soft referral asks and fee talk that trails off.
Financial advisors often know how to serve clients and still avoid the conversations that bring new ones in. The gap is behavioral. It shows up as put-off calls, soft referral asks and fee talk that trails off.
Advisors are trained to build trust and to be careful. The same care can turn into avoidance when a conversation might feel pushy. Sales reluctance is a pattern of avoiding the moments that carry social risk. See sales reluctance.
Follow your firm's compliance rules and applicable regulations in all client and prospect communication. This page covers behavior, not regulatory guidance.
No. Experienced advisors often show the pattern after years of referral-based growth.
It comes first. See diagnosis before training.
The 13 R2R archetypes.
Dr. Jeffrey Scott Stanton, DCH is the former EVP of Learning & Development at Douglas Elliman Real Estate and the founder and Chief Learning Officer of R2R Diagnostic Group, where he helps real estate organizations and agents diagnose and fix the behavioral patterns behind inconsistent performance.
The R2R Assessment identifies which pattern is actually running and what to do about it. Take a look at the assessment, or book a conversation.