What You'll Learn In Today's Episode:

  • Effective communication is key in the financial advisory industry and is not about being salesy or manipulative.
  • Improving communication involves understanding the client’s goals, using their name, asking questions, and practicing role play.
  • Building a proper prospect process and following it consistently can prevent difficulties in prospect meetings.
  • Charging for prospect meetings should be clearly defined and communicated to clients.

In this episode, we’re recapping this week’s discussion on sales and communication in the financial advisory industry and how effective communication is not about forcing someone to buy something but rather about understanding and helping clients achieve their goals. We also review the importance of building a proper prospect process and avoiding common pitfalls in prospect meetings.

Resources In Today's Episode:

– Communication, Not Sales [Episode 247]
– When Prospecting Goes Wrong
– Ready to get training from Matt and Micah in person? Join us on September 25th in Arizona for The Perfect RIA LIVE.

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