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Framing Prospect Conversations Around What Motivates Them Today (And Not Their Future Goals)

Nerd's Eye View

When holding discovery meetings with a prospective client, financial advisors often ask the prospect about their goals. Consequently, finding meaningful ways to frame discovery-meeting conversations that don’t focus on the prospect’s future goals can sometimes be a better way to engage and motivate new clients.

Clients 231
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Why Pre-Commitment Strategies Can Work And 3 Steps To Implement Them With (The Right) Prospects

Nerd's Eye View

One common sales tactic for financial advisors is to offer prospective clients a free (or low-cost) financial plan to demonstrate the advisor’s expertise and to let the prospect ‘test drive’ the advisor’s services. to implement the plan as part of an ongoing relationship is even more valuable than the plan itself.

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Instead Of Asking “Why”, Try “What Else” To Get Clients To Open Up About Goals

Nerd's Eye View

In meetings with current and prospective clients, asking follow-up questions can be a valuable tool for uncovering information about the client’s underlying values, goals, and motivations… and for deepening the personal connection that drives the advisor-client relationship.

Clients 193
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Weekend Reading For Financial Planners (December 2-3)

Nerd's Eye View

Supreme Court heard arguments this week in the case of SEC v. Enjoy the current installment of "Weekend Reading For Financial Planners" - this week's edition kicks off with the news that the U.S.

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Why You Should Stop Asking “Why” – And Ask “What Else” To Get Clients To Open Up About Goals

Nerd's Eye View

In meetings with current and prospective clients, asking follow-up questions can be a valuable tool for uncovering information about the client’s underlying values, goals, and motivations… and for deepening the personal connection that drives the advisor-client relationship.

Clients 164
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Why Moving To A Lower-Tax State Doesn’t Always Result In Lower State Taxes On Deferred Income

Nerd's Eye View

Which is, for example, why so many people opt to move to lower-tax or no-tax states like Florida or Texas in retirement, where they can enjoy lower state income taxes and preserve more of their retirement savings for use by themselves or their heirs. Read More.

Taxes 198
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Discovery Meeting Framework: 6 Questions To Help Prospects Who Are Resistant To Change

Nerd's Eye View

Financial advisors often approach discovery meetings with prospects as an opportunity to ‘sell’ the value of the financial planning services they provide. by using financial psychology and behavior change principles with effective discovery meeting questions.