Growing Your Financial Advisory Practice | Insights for Financial Advisors, Planners and Investment Managers
About This Show
If you're a financial advisor, planner and investment manager looking for tips, strategies, and insights that can help you grow your firm, this is the podcast for you. Tune in to the interviews with industry experts whose experience and insights will help you grow your own financial advisory practice.
Most Recent Episode
004: Conducting Your First Client Meetings in a Way to Maximize Conversions
Once you have a client in your office, what do you do with them? You want to convince them to engage you as their primary advisor and use your services if possible, but you also want to identify and weed out bad clients.
In the fourth episode of my five-part series with John Page, RFP, CFP, RFC of Wealth Enhancement Academy, and Chairman and Chief Adjudicator of the PlanPlus Global Financial Planning Awards, we’ll be discussing the details of that critical first interview. What questions should you ask and what are the best ways to engage with potential clients? Tune in to find out.
Topics Discussed in This Episode:
Why you should approach your first meeting by preparing before the meeting starts
How to ensure your clients have the information they need about you before your meeting
The importance of discovering a client’s values
The most important questions you can ask during the first client meeting
Signs that reveal that the client you’re meeting with is not a match for your services
How asking the right questions can quickly build trust between you and the client
Why you should record the first client meeting
How to approach the topic of working together with the client
Why you need to create a repeatable process
Email John Page at: JPage (at) mywea.net
Quotes by John:
“One of the interesting things I’ve found is that if you’re talking with somebody, let’s say, over the age 55, you’re often going to get the answer, ‘running out of money in retirement.’”
“There’s an incredible amount of trust that can build up, really in just a few minutes, by those questions.”
“Before I move into the next phase, I must emphasize the importance of sticking with goals and objectives until you sense that you’ve got them all.”
Now that we’ve covered transitioning to an advice-centric practice, articulating your value to clients, and pricing your services, we’re going to talk about that all-too-important first meeting with a potential client.
We hinted in the last episode that it’s almost impossible to recover from mistakes in the first client mee