How to win over a wary customer

Today, people are suspicious. Whether it is the media, shaky financial institutions, con men posing as advisers or risky countries like Greece – they have their reasons. But what they need right now is help. This difficult time in the market has lasted more than four years. Investing on their own is difficult. Bank interest rates are low. Real estate has yet to recover. One day this suspicious person who needs help walks in or calls. How can you provide some degree of comfort? You have been taught to “sell yourself”. Not now. They won’t believe you. In most industries references he...