“We're still going to do opening, then discovery, then presentation close. We just flip the amount of time from discovery to presentation.”
CS
Chris Smith
Financial Advisor Success ·
“The key to the initial meeting ... is for the advisor to spend the vast majority of the time listening to the client and then synthesizing and reflecting their comments back to them”
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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What was described
In the initial discovery meeting, spend the vast majority of time listening to the prospect, then synthesize and reflect their comments back before closing
Said nearby on the same subject
“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”
CS
Chris Smith
Financial Advisor Success ·
“July, August is where I go quite heavy on the individual returns. Then from September, October onwards, that's when I get into the more meaty things... hoping to have the vast majority done before the 15th of May.”
DE
Dave Ebdon
The Quiet Operator ·
“I spend the majority of my time… reading comments on videos, mostly TikTok, because that's where most of the organic raw conversations are happening”
♫
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