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Introverted Prospects Need a Different Approach

January 5, 2017

Advisors occasionally come across prospects who seem completely disengaged in the first meeting. But often it simply means advisors are dealing with an introvert, Dan Solin writes in Advisor Perspectives. Using some direct questions about what they’re not saying can turn the relationship around entirely, he writes.

With introverts, it may not be enough for the advisor to do everything by the book – appear enthusiastic, ask general questions, try to get to know the prospect – during the first meeting, according to Solin, a former financial advisor who coaches FAs.

Such an approach may actually put introverts on guard. And any resulting promise to get back to the advisor is little more than a polite way to say that the relationship is already over, writes Solin.

Some prospects don’t engage with advisors either because they don’t like them or because they’re introverts and have trouble interacting with new people, according to Solin.

A request for a second meeting means they may simply need a nudge. To reach such prospects, he writes, advisors can be very straightforward and ask them head-on if there’s something unspoken and if the prospect would be willing to let the advisor get to know them to form a relationship that’s based on trust.

For one of his coaching clients, the impact of that approach was “seismic,” Solin writes. The prospect opened up, explaining that he’s guarded with new people, and proceeded to talk about himself, his work and his family, and his goals. With introverts, asking the direct question about what’s unsaid can yield pleasantly surprising results, Solin writes.

By Alex Padalka
  • To read the Advisor Perspectives article cited in this story, click here.