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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Close the first meeting with an assertive assumption (instead of a question) that a second meeting will happen, stating date options and value
“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”
“I spend 40 minutes in discovery, 3-5 minutes sharing high level, then make an assertive assumption to set the next meeting.”
“I will have a meeting with senior leaders first… then I will spend time in the store for at least a day or two, ask the questions.”
“We have another meeting coming up with the Texas legislature, which will allow us to push it in 22 states.”
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