Michael Yoder · Financial Advisor Success · Creating Effective Discovery Meetings To Convert 100% Of (High-Value) Prospects Into Clients with Michael Yoder
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Adopt the mantra “amateurs close, masters disclose” - tell prospects what you can’t do rather than over-promising
“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”
“If you can't tell a prospect ... what makes you different ... it's probably about how you do the work, why you do the work.”
“I’d rather have a prospective client try to negotiate… I’ll ask what range they’re looking to be in… maybe we can change a couple of things… I’d rather have the job than not”
“I would say I would rather have it than not… I think that you should have an llms.txt file… it’s only going to be 5% of what actually matters versus the other 95% of mastering the on-page fundamentals.”
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