The power of storytelling separates top producers from the pack

By Steve Savant

Ash Brokerage Corporation

Harnessing the power of storytelling is one of the key ingredients of closing. No successful producer pontificates on tax facts to convey planning strategies to a client. There are five bullet points outlying a good story: the background, the journey, the obstacle, the solution (with a hook) and the results.

Third-party examples of client experiences are powerful and persuasive, more so if those examples are your family. Steve and Dr. Jack reveal the storyteller's message that opens the conversation to the planning idea you want to convey.