Right on the Money host Dennis Mattern continues his conversation with Bob Duchin, who has seen every different market imaginable in his nearly 50 years in business. Author of The S.W.A.N. Concept, Bob compares how he helps clients to a doctor’s consultations, stressing the importance of listening to what his clients need. “When you first see a doctor, they don’t just operate. They want to find out about you. That’s what I do,” Bob relates. This initial deep listening cultivates one of the most important aspects of the client-advisor relationship: trust.

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