Be a Calm in the Midst of the Storm

AdvisorBlast – Quick Tips to Accelerate Your Practice

In this issue: Provide a refuge in the midst of upcoming holiday frenzy.


The holidays are coming – that hectic time of year, when almost everyone is frazzled, trying to add shopping, parties, and decorating to their already packed schedules.

It’s a perfect time for you to stand out from the crowd by being a calm refuge in the midst of the swirling storm of activity! How? All it takes is asking a few key questions (and genuinely listening to people’s answers). Not only will you provide others with some respite, but you will also get great insight into what is important to them and see if they might be a good fit to work with.
Even when we are trying to engage people in conversation, we often ask closed ended questions that can be answered with a simple “yes” or “no.” “Do you know…,” “Did you think…,” or even “Did you consider…” phrases all allow hearers to shut the conversation down with a simple one-word reply.
Take the opportunity, especially at this time of year, to show genuine interest in others, letting them see you care about how they think and feel.
If you pay attention, you’ll soon start hearing lots of people commenting on how fast this year has gone by. (It happens every November and December!)  You can respond by saying, “It’s amazing how it always feels like time speeds up the last half of the year! Tell me, what was the most important thing you achieved or completed this year?
When people express their amazement that 2012 is right around the corner, you can reply, “Yep, it’s hard to believe another year’s gone by! What’s the biggest thing you learned this past year?” or “…tell me, what was your biggest surprise this year?”
After authentically listening to their answer, you may go on to ask them about a disappointment or a meaningful celebration they had in 2011. Keep pressing deeper: “What made it most memorable?” “How did you feel immediately after that happened?”
By listening intently before you respond or tell them about your experiences, you can learn about objectives, both met and unmet, and then easily transition the conversation to their future plans. This shows that you can listen, learn what’s important to them, and work with them to make their 2012 objectives a reality.
Happy Holidays,

Copyright Paul Kingsman 2011

As a motivational speaker and executive coach, Paul Kingsman helps financial services professionals successfully grow their businesses by taking practical daily steps to achieve outstanding long-term results. Combining his experiences as an Olympic medalist and his background as an adviser, Paul understands how to stay focused over the long haul, as well as the unique business challenges faced by advisers. Through his professional speaking and executive coaching he equips them to overcome distractions so they can get the money they need, the clients they want, and the time to do what they love.

To find out more about how Paul can equip you or your team to achieve outstanding results, visit or email him at

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