Maree Moscati CEO

When I was a financial advisor, I always documented what I noticed in the prospect or clients body language. You can learn an awful lot if you take notice. Point in case, meeting with a couple with a blended family discussing beneficiaries - when there are children involved that are yours, mine and ours - it can become contentious. Whoever leans in, you have their attention at that juncture of a talking point, hands crossed or leaning back - not too pleased with that particular talking point. Taking notice and documenting the body language is critically important and tells you the story without actual words!

I once had 3 brothers who owned a trucking company. I met with them along with their Dad. I researched first the environment and concerns around the industry as a whole and then narrowed down the issues typically within their geographical footprint. Once they realized I was asking all the pertinent questions along those lines, they hands down trusted in me to do their buy-sell agreement. Not to mention they were a close family and they beamed when they told me we had to wait to meet for a few weeks because their parents were celebrating their 50th Wedding Anniversary. I noted that and sent the parents a congratulatory bouquet I asked "why me?" their response was I listened and I cared to know about their business!

We have found that most of our clients want our Client Services team to answer the phone when they are calling in with a question. We pride ourselves in servicing our clients in a timely, friendly with utmost experience so that we can solve any issues they may have. The continuous "prompting" and frustrations with some firms that clients have to go through before they can get to a "live" person is NOT the experience one would have at Copytalk!