Framing Prospect Conversations Around What Motivates Them Today (And Not Their Future Goals)
Nerd's Eye View
MARCH 1, 2023
When holding discovery meetings with a prospective client, financial advisors often ask the prospect about their goals. The hope is that these conversations will help the prospect ease into a positive frame of mind (by thinking about a vacation, retirement, or another future aspiration) and, at the same time, present the advisor with an opportunity to show how their services can help the prospect achieve their goals.
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