What You'll Learn In Today's Episode:

• Prospects often say no due to advisor shortcomings.
• Understanding your numbers is crucial for success.
• Prospecting requires skill and practice, not just charisma.
• Integrity is vital in building client trust.
• Setting clear expectations can lead to better outcomes.
• Handling objections should be approached as coaching, not combat.
• Every detail in client meetings matters significantly.
• Advisors must track data to validate their processes.
• Clients appreciate follow-up and communication.
• The ultimate goal is to help clients succeed, not just to gain them as clients.

In this episode, Micah Shilanski and Matthew Jarvis discuss the intricacies of prospecting and the reasons why prospects may say no without explicitly stating their reasons. They emphasize the importance of integrity, setting expectations, and the need for advisors to track their data to improve their practices. The conversation also highlights the difference between handling objections and answering questions, advocating for a coaching mindset to foster trust and success in client relationships.