Top
Let's suppose you have a prospective client who agreed to consider making some changes after the election. Yet here we are at the start of a new year and that concentrated position is still concentrated or that do-it-yourself investor is still a do-it-yourselfer. How can you motivate them to take the next step with you?
Your ability to inspire action requires you to understand a prospective client's ongoing thoughts and reflections about how it would feel to work with you. These moments of reflection often occur in conversations regarding a decision. How can you quiet their inner voices to increase the chances of inspiring action?
Consider incorporating the following phrases into your conversations:
- "Let's consider for a moment." This phrase reinforces collaboration by saying that you should both think about the issue together. It also opens the door to explore different possibilities and depressurizes the situation with the words "for a moment."
- "One small step." Long-term goals can appear less daunting and more achievable if broken up into smaller steps.
- "I'm wondering what the best way to proceed is." This phrase allows you to share different possibilities, especially if they have expressed reluctance about moving forward.
- "What is it you are most concerned about?" Focusing on one issue feels more manageable than facing multiple at a time.
These phrases help prospective clients shift mindsets from one of reflection to one of action. As a result, they tune into the conversation and think about actionable answers to your questions.
Bottom Line: Be intentional with the words and phrases you use in prospective client conversations to help quiet their inner voices and inspire action in 2025.
"Your ability to inspire action requires you to understand your clients' ongoing thoughts and reflections about how it would feel to work with you."
Featured Insights
The views and opinions and/or analysis expressed are those of the author or the investment team as of the date of preparation of this material and are subject to change at any time without notice due to market or economic conditions and may not necessarily come to pass. Furthermore, the views will not be updated or otherwise revised to reflect information that subsequently becomes available or circumstances existing, or changes occurring, after the date of publication. The views expressed do not reflect the opinions of all investment personnel at Morgan Stanley Investment Management (MSIM) and its subsidiaries and affiliates (collectively “the Firm”), and may not be reflected in all the strategies and products that the Firm offers.
Forecasts and/or estimates provided herein are subject to change and may not actually come to pass. Information regarding expected market returns and market outlooks is based on the research, analysis and opinions of the authors or the investment team. These conclusions are speculative in nature, may not come to pass and are not intended to predict the future performance of any specific strategy or product the Firm offers. Future results may differ significantly depending on factors such as changes in securities or financial markets or general economic conditions.
This material has been prepared on the basis of publicly available information, internally developed data and other third-party sources believed to be reliable. However, no assurances are provided regarding the reliability of such information and the Firm has not sought to independently verify information taken from public and third-party sources.
This material is a general communication, which is not impartial and all information provided has been prepared solely for informational and educational purposes and does not constitute an offer or a recommendation to buy or sell any particular security or to adopt any specific investment strategy. The information herein has not been based on a consideration of any individual investor circumstances and is not investment advice, nor should it be construed in any way as tax, accounting, legal or regulatory advice. To that end, investors should seek independent legal and financial advice, including advice as to tax consequences, before making any investment decision.
Charts and graphs provided herein are for illustrative purposes only. Past performance is no guarantee of future results. The indexes are unmanaged and do not include any expenses, fees or sales charges. It is not possible to invest directly in an index. Any index referred to herein is the intellectual property (including registered trademarks) of the applicable licensor. Any product based on an index is in no way sponsored, endorsed, sold or promoted by the applicable licensor and it shall not have any liability with respect thereto.
This image indicates content designed specifically for Financial Advisors / Investment Professionals. This material is not to be used with the public.