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Understanding the Psychological Needs & Decision Drivers of the Affluent
Competency is important but creating the right chemistry with people is critical. Building long-term, mutually profitable relationships with the affluent and wealthy requires a full understanding of how they define value, make purchase decisions, and the psychological needs that drive and influence their behaviors. Richard reveals these powerful psychological drivers in detail and combines them with specific tactics to integrate into your marketing, sales, and service actions. This DVD program includes:
- What the affluent are looking for in an advisor in this market
- The six psychological needs that drive behavior, expectations and desires
- Why simply satisfied clients are loyalty neutral
- How to move clients from satisfied to delighted!
- How to integrate both competency and chemistry into every client and prospect interaction
- How to integrate the psychological needs and drivers into your practice The mental models and patterns that the affluent and wealthy reference to make decisions
- Specific topics that stimulate interaction with the affluent and wealthy
- Specific actionable tips to execute brilliantly
$395.00
