“We tell people to expect 30 minutes… the intro call was to prevent the discovery meeting from going sideways.”
MK
Michael Kitsis
Financial Advisor Success ·
“We have a like 100% close rate for about a decade now of anybody that goes through the discovery process.”
Michael Yoder · Financial Advisor Success · Creating Effective Discovery Meetings To Convert 100% Of (High-Value) Prospects Into Clients with Michael Yoder
Play from 3:52
3:52
Audio streams from the publisher’s own feed. Verbatim does not host or copy it.
What was described
Implemented a three-stage discovery meeting process (intro call, deep discovery meeting, findings meeting) for every prospect
100% close rate over a decade
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 ·
“I figured, you know what? Let me help broker this meeting. Let me help broker the meeting between what we call the rebels, the COO, who wants to overthrow the HOA group, and the HOA group manager, who does not want to meet.”
GW
Greg Witts
The Perfect RIA ·
“Our account executives don't even prospect. We fill their calendar with meetings.”
♫
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