04-26-2014, 02:52 PM
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Creating Trust In An Understandably Un-Trusting World
by Matt Zagula and Dan S. Kennedy
WHAT IF EVERYTHING YOU THOUGHT and BELIEVED ABOUT
SUCCESSFULLY RELATING TO CLIENTS WAS WRONG*?
*[For These Times]
“Trust No One” is the new mantra. Seniors, affluent individuals,
business leaders and investors have seen virtually every institution
and corporate leader and even the premise of ‘homeland security’
and government response to emergency prove themselves
spectacularly untrustworthy, and are given sensationalized reasons
daily by every media to distrust banks, insurers and others on
Wall Street, so it is perfectly understandable that they are NOT
prepared to trust you, NOT one word you say, NOT any promise you
make, NOT any organization or product you represent. The dirty little
secret of widespread bank insolvency and thin trading volume is that
over a trillion dollars of private “mom ‘n pop” capital has been
withdrawn from commercial investment and is now mattress-savings...
literally, flooding into gold, with the affluent–art and classic cars, with
seniors–cash and U.S. Treasuries; and otherwise, parked in places
thought safest, without regard to yield. To some extent, this has
benefited the annuity and insurance industry. However, any professional
advisor or agent seeking to establish new relationships and secure
new clients in this environment finds himself severely handicapped,
with his chief obstacle - fully understood or not - exceptionally high,
exceptionally firm and stubborn distrust. This is reflected in shrinking
seminar attendance and rising costs of buying such attendance, declining
response to advertising, longer sales cycles, even heightened reluctance
by clients to refer, as well as lower initial transactions. THERE ARE
EFFECTIVE RESPONSES and strategies, but they are not the same ones
that worked nicely, pre-2008. And even before tackling the subject
of more appropriate and effective strategies for this time, a new
understanding of where the prospective client is at, psychologically
and emotionally when you first ‘arrive’ is essential-and that is where
this timely, groundbreaking and frank book, TRUST, begins.
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