- “Being on the “right side” of the table, for Scott, meant forgetting about what you wanted to sell. The question was what did the client want to achieve? What dangers did clients have that they wanted to eliminate? What opportunities did they want to capture? What strengths did they want to maximize? Above all, what was the big picture that clients had for themselves, for their families, and for their businesses? Scott’s approach looked at clients as whole human beings who had concerns and aspirations that spanned their own life-times and beyond.” The Right Side of the Table: Where do You Sit in the Minds of the Affluent? By Scott Fithian and Todd Fithian. Page XIV-XV
- “The dictionary definition of “Sell” is “to persuade another to recognize the worth or desirability of something.” The sales style is based on persuading the client to follow a specific course of action or to purchase a specific product.” The Right Side of the Table: Where do You Sit in the Minds of the Affluent? By Scott Fithian and Todd Fithian. Page 32
- “Advisers who thrive in the sales style: Enjoy the thrill of the kill. Lose interest or momentum after the initial sale. Love to learn the intricacies of how powerful products work. Enjoy the simplicity of a transactional business.” The Right Side of the Table: Where do You Sit in the Minds of the Affluent? By Scott Fithian and Todd Fithian. Page 32
- “Discern is defined as “to perceive with the eyes or intellect; to detect; to recognize or comprehend mentally.” The Right Side of the Table: Where do You Sit in the Minds of the Affluent? By Scott Fithian and Todd Fithian. Page 35
- “Discernment-based behavior is listening without looking for a solution. It’s asking questions that aren’t designed to lead the client to a purchase. It’s about helping the client still his or her world for a moment, creating a timeless space in which he or she can make a deeply confident choice.” The Right Side of the Table: Where do You Sit in the Minds of the Affluent? By Scott Fithian and Todd Fithian. Page 41