How One Advisor Increased His Rapport - Tonality

communication turn prospects into clients

As financial advisors, we often find ourselves immersed in conversations with clients and prospects, focusing on providing sound advice and showcasing our expertise.

However, it's easy to overlook a crucial aspect of effective communication that can make or break these interactions – the power of tonality.

In this blog post, we'll explore how utilizing tonality can help advisors establish stronger connections, keep clients engaged, and ultimately improve their business. 

The Tonality Dilemma

Many advisors, myself included, can inadvertently fall victim to neglecting the importance of tonality in our conversations. We may assume that we're already doing a great job in this area, only to realize its significance when we hear recordings of our conversations.

Clients and prospects need to see and hear the right emotions during these interactions to establish a genuine connection. Tonality, the emotion underneath our voice, coupled with facial expressions, becomes the remote control that allows us to inject emotion into our words.

Tonality in Action

I once worked with an advisor who had a solid process for handling the first and second meetings. However, despite his efforts, prospects were not converting into clients.

After introducing him to the concept of tonality, he began injecting emotion into his voice during conversations. Just two weeks later, he reported a significant improvement.

Out of the three people he engaged with, two became clients, whereas previously, he had struggled with a zero success rate. The difference was big, and the meetings were more engaging overall.

The Challenge:

Recognizing the importance of tonality, I present a challenge to you as a financial advisor. Take the following steps to enhance your communication skills and strengthen client connections:

Step 1: Self-Reflection:

Record yourself during a normal conversation for a few minutes and listen attentively. Pay close attention to how you sound.

Step 2: Emotion Recognition:

In your next meeting, be mindful of the emotions your client or prospect is experiencing.

Mirror their emotional state within the conversation. Common emotions may include happiness when discussing their future or family, hopefulness, confusion, overwhelm, sadness due to recent events, frustration caused by past mistakes, or anxiety about the future.

Step 3: Practice Tonality:

Bring more emotion into your voice by changing the way your face looks. Practice in front of a mirror, experimenting with different emotions. Even when reading serious material, strive to convey the appropriate emotion through your voice.

The Impact of Tonality:

By consistently practicing tonality, you will notice that people become more engaged during your conversations. The connections you form will be stronger, and clients will be more receptive to your advice. Tonality enhances empathy, allowing others to truly feel the emotions you convey.

As financial advisors, we must remember that effective communication extends beyond providing sound advice. Mastering tonality and injecting appropriate emotion into our conversations is essential for building trust, establishing strong connections, and ultimately improving our business.

Take the challenge, embrace the power of tonality, and experience the transformative effects it can have on your interactions with clients and prospects. Share your progress and questions, and remember to subscribe and comment if you found this article valuable.


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