Customers love certainty, make sure you give it to them. —Amit Kalantri
This chapter discusses how to structure and execute meetings with prospects and convert them to clients. We recommend a three meeting approach to prospect meetings.1
Meeting one consists of building rapport and trust; showing you care; uncovering needs, wants, unfulfilled desires, and concerns; emotionally and economically qualifying the prospect; creating interest; and getting the prospect ready to change by selecting you as their financial advisor. This phase of the process involves a detailed creative discovery so that you know as much about the prospect as possible.
The second meeting will be a complete diagnostic of the prospect’s current ...