We want clients to measure risk, to look into the future and visualize how today’s decision will affect them 20 years from now. These are abilities that they possess in the right side of their head and we simply need to learn the language that will trigger those abilities.

Typically when we sell financial products we speak the language of the rational left brain, which is fine to a point, but the left side of the brain does not decide on anything! It will analyze from there to eternity. The more information you give the left brain to analyze, the more it will procrastinate. Left brain dominant people are those who can’t get enough information and have a terrible time making decisions.

People analyze with their left side. They agonize over information and numbers, but they don’t decide. The right side puts it all together and forms a picture, gets a feeling and then makes the leap. Once the decision has been made, the left side kicks in and wants to get it done with planning and organizing.

Once you understand this point – that decision making and risk taking are a right brain function – you will immediately see the relevance of learning to speak the language of the right brain. Your livelihood depends on your ability to do so. Our next part of the seminar will show you how to speak this right – brain language of persuasion.

Read on for a detailed breakdown of Telling the Financial Story.