Meetings are the single most important component of your entire business.

Whether it’s a client or a prospective client, it’s the meetings where things actually happen.

Meetings are where prospects become clients (or don’t).

For current clients, meetings are the foundation of the client experience, they are primarily where you deliver your value, and they are where you set the stage for the client to take action on your advice.

By taking your meetings to the next level, you’ll convert more prospective clients into life-long clients, deliver a better (more referable) client experience and enhance your client’s outcomes.

Dan Smaida, a “Meeting Execution Specialist”, has consulted with over 10,000 advisors on how to use behavioral science and a consultative process to create more persuasive and engaging meetings.

In this episode, we discuss:

• The most common mistake Dan sees in a discovery meeting and the ideal way to start
• How to listen better in online meetings
• The 3 questions every prospective client wants answered and how to answer them for max effect
• An effective way to control someone’s attention during a meeting when trying to make a point
• The “Digital Yellow Pad” approach that improves connection and follow-through

*For more resources discussed in this episode, check out www.wiredplanning.com/episode42

*For more resources and insights on mastering the human side of money (including our popular “Wisdom Round-Up” email), go to www.wiredplanning.com.

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Ever wondered why your clients and prospective clients have failed to take action on your advice despite the fact you’ve shown them exactly how to accomplish their financial goals?

This episode is all about developing the skills and techniques to deliver advice that clients actually follow through on.

Financial coaching “works to narrow the gap between what people know and what they do; it illuminates through thoughtful questioning what gets in the way of meeting life goals.”

Saundra Davis has developed a program where she teaches advisors from around the world the key skills and techniques of financial coaching to improve communication, connection, and follow-through.

In this episode, we discuss:

• How financial coaching differs from and complements financial planning
• The financial coaching skills that enhance the discovery process with clients
• Handling the conversation with a client who isn’t following through on the plan
• The most effective ways to identify the barriers preventing action
• A better way to ask questions

 

*For more resources discussed in this episode, check out www.wiredplanning.com/episode41.

*For more resources and insights on mastering the human side of money (including our popular “Wisdom Round-Up” email), go to www.wiredplanning.com.

Podcast: Play in new window | Download | Embed

Subscribe: Apple Podcasts | RSS | More