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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At the end of the second meeting, ask permission, then briefly share a high-level story of how they serve clients like the prospect and why they got into the business
“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.”
“We two times a week for 15 to 20 minutes have an all company meeting ... we cover every idea and opportunity we're presenting to our current clients, as well as prospective new clients”
“You just kind of have to not ask for permission, ask for forgiveness and do it. The second year, people are like, oh, okay, maybe there's a little bit of value… by the third year, it was everyone else's idea”
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