Chris Smith · Financial Advisor Success · Winning Clients And Moving 'Upmarket' By Being Confident In Telling Your Value Story with Chris Smith
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State that prospect talk percentage predicts close rate
30% talk → ~30% close rate; 70% talk → ~70% close rate
“Closing the first meeting with an assertive assumption rather than asking if the prospect has any questions increases the chances the prospect will schedule a second meeting”
“Some states might say commit to cutting gross debt by 5 percentage points as a share of the economy by 2037.”
“Don't ever start with talking about your products and services. The prospect will ease his or her way out of buying.”
“Say a prospect comes... at a price that's already below what you'd normally quote... 18 months later, that client is still on your books, still on that same custom setup, still paying the same discounted rate.”
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