Getting past the "blah, blah, blah"

Dan Richards | ClientInsights | 24 July 2013

We've all had our eyes glaze over listening to someone who knows their topic well but goes on too long and gets into too much detail. A recent conversation at a backyard barbeque outlined how two successful advisers fell victim to the "blah, blah, blah: effect - but a third was able to clearly articulate her value and differentiate herself.

The conversation was with a very prosperous business owner, Alan, in his early 60s and someone I've talked to several times over the year...