15 Comments That Reveal Hidden Information

It really pays to listen. My recent article 15 Casual Comments That Reveal Client Needs highlighted opportunities hidden between the lines. Now let us expand the list and look at comments that reveal information in addition to uncovering opportunities. As advisors, we are trained to listen. Although we like talking and want to show the prospect or client how much we know, listening can give clues to needs clients might not realize they have. Prospects might be reluctant to reveal too much information to a stranger, but sometimes they share information without knowing it. Let's start with a few examples.