The Advisor Institute: Coach's Corner
There is no 'pitch'

Practical messages intended to help you elevate the success of your practice.

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      By David RichmanNational Director, Eaton Vance Advisor Institute

      Lately, one of my most enjoyable activities is facilitating phone skills workshops virtually. One of the homework assignments is to let us know what the one thing is you think might help you more than anything else might. The most common response: "I really could use help with my pitch."

      If you think improving your pitch will improve your success rate with dials, think again. No one wants to be pitched. Especially right now. A "pitch" is the fastest route to an abrupt end to a call. Stop pitching. Do you enjoy being pitched? Of course not! So, why would you think anyone else would enjoy it?

      What are some of the more productive "one things" I would hope an advisor would ask for help with? Here are some ideas:

      • Asking great questions
      • Learning how to be comfortable with silence
      • Mastering the power of the pause
      • A more comfortable opening
      • Avoiding superficiality
      • Agendaless listening
      • A slower cadence
      • Genuine curiosity
      • Talking less
      • Experimentation
      • Authenticity
      • More judo, less karate
      • Pivoting with a question
      • Arriving at a next step

      Bottom line: Productive prospecting on the phone is a fine art. Rather than refining a pitch, work on your craft.