Category Archives for "The Power of Storytelling"

One Simple Reason Why You Want To Start The Conversation

When you’ve ever followed a training on your interview skills, one of the most heard techniques is that you should use open-end questions that encourage more than one-word answers. This gives people an opportunity to further explain themselves and adds color and texture to their personal story. And that gives you the opportunity to ask depth questions to come to know more of the goals of your client. Which is the basis of your financial plan. There’s just one problem you may encouter. When people meet you for the first time, they are mostly not eager to tell you their whole story. Why? They don’t trust you yet. Continue reading

The Power of “AHA!”

One Sunday morning I was waiting at the subway in Amsterdam. People were sitting quietly – some reading newspapers, some lost in thought, some resting with their eyes closed. It was a calm peaceful scene. Then suddenly, a man and his children entered the the subway. The children were so loud and rambunctious that instantly the whole climat changed. The man sat down next to me and closed his eyes, apparently oblivious to the situation. The children were yelling back and forth, throwing things, even grabbing people’s papers. It was very disturbing. And yet, the man sitting next to me did nothing. Continue reading