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By David RichmanManaging Director, Advisor Institute

The key to inspiring action — the third dynamic of Chasing Positivity® — is understanding two key moments:

  1. Moments of reflection. Ongoing thoughts of clients or prospective clients that occur during your conversation. They are thinking about how it would feel to work with you. Those reflections are going on in their inner voice and in their inner thoughts as they're listening to you.
  2. Moments of inflection. Pivotal times when a client or prospective client's "virtual light" turns on and he/she makes a decision to act.

There's no secret sauce. Certain words and phrases can help quiet an existing or a prospective client's inner voice and increase the chances of that light turning on so that action is taken. Consider using the following phrases in upcoming conversations:

  • "Let's consider for a moment." This phrase links together three wonderful words that reinforce collaboration, open the door to explore different possibilities and depressurize 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 with a client or prospective client, especially if he or she has expressed reluctance about moving forward.
  • "What is it that you are most concerned about?" When existing or prospective clients feel overwhelmed with many issues, focusing on just one appears more manageable.

Bottom line: Ultimately, the words and phrases you use in conversation can inspire others to take actions that are likely to be in their best interest.