Michael Kitsis · Financial Advisor Success · Creating Effective Discovery Meetings To Convert 100% Of (High-Value) Prospects Into Clients with Michael Yoder
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Add a 30-minute intro call to screen prospects before the full discovery meeting
30 minutes
“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”
“We have a list of, I think, 59 questions… we will choose the 25 or so for that meeting based upon the intro call that we had.”
“Our account executives don't even prospect. We fill their calendar with meetings.”
“I offer like free quick calls, intro calls. But then I offer like a monthly advisory plan with these weekly sessions.”
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