Making effective use of the phone is more complicated than it sounds. Conceive of client calls in three phases: (1) opening, (2) discussion, and (3) next steps. The opening is a time to build rapport and reaffirm your value proposition. The discussion phase is often the most significant of the three: This is when you engage in careful listening. In “next steps,” you lay the groundwork for the future and/or ask for referrals.
Source: Goldman Sachs Asset Management. For illustrative purposes only.
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