If you’re leading a team and meeting with clients every day, your ability to influence, listen, and read the room matters more than you think. The best advisors aren’t just good at numbers, they’re good at people. And most of us are missing half the signals.
In this episode, I’m joined by mentalist and keynote speaker, Max Major. We recently had the pleasure of having Max perform at our Triad Launch Experience and he absolutely blew the room away. And it wasn’t just with his mind-bending demonstrations, it was with the psychology behind influence, body language, and belief systems.
We unpack what’s really happening beneath the surface in client conversations — how your intent changes the energy in the room, how subtle body language cues reveal internal objections, and how understanding your client’s state of mind can completely reshape the way you lead, serve, and earn trust.
3 of the biggest insights from Max Major…
#1.) Body Language Is About Noticing Shifts, Not Judgment
There’s no universal meaning to crossed arms. The game is noticing changes from open to closed (or closed to open), then stopping and giving them the floor immediately. That’s how you handle objections before they become deal-killers.
#2.) The Best Salespeople Are Elite Listeners
Confidence, rapport, and trust are the three pillars of influence. But the real edge comes from listening deeply enough to let the client write the sales pitch for you and then paraphrase it in your own words.
#3.) Your Thoughts Create Your Reality
Max unpacks why high performers often run on a hidden program like “I’m not good enough,” how that can drive success for years, and why upgrading the belief can unlock a new level without killing your edge.
SHOW NOTES
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DISCLOSURE
DBDL podcast episode conversations are intended to provide financial advisors with ideas, strategies, concepts and tools that could be incorporated into their business and their life. No statements made in the episode are offered as, and shall not constitute financial, investment, tax or legal advice. Financial professionals are responsible for ensuring implementation of anything discussed related to business is done so in accordance with any and all regulatory, compliance responsibilities and obligations.
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