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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Structure client meetings by flipping the time allocation: first meeting heavy on discovery, light on presentation; second meeting light on discovery, heavy on presentation
“We two times a week for 15 to 20 minutes have an all company meeting ... we cover every idea and opportunity we're presenting to our current clients, as well as prospective new clients”
“We tell people to expect 30 minutes… the intro call was to prevent the discovery meeting from going sideways.”
“Many of us now are able to use some level of AI to record the meeting… it helps you as the advisor stay intentional and present with the client.”
“I have to listen in the first meeting to earn the right to talk more in the second meeting”
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