Focus on what's important to them and go deep on that, even if it means getting "off topic" from our pitch. The best way to sell someone is by selling them on the pain/problems they have.

A large reason why prospects work with a financial advisor is because of how much they like you. So focus on being friendly & personable.

Other sales call reminders

Do you have a hard stop? Want to make sure we have enough time

Outlandish question, but what would you need to hear on this call to want to start working together in the near future?

What's the biggest thing stressing you out financially right now?

What’s your #1 financial goal over the next 12 months? What about over the next 3 years?

Have you worked with an advisor before? If so, what did you like / not like?

Share your process in 2–3 steps (e.g., Discovery → Strategy → Ongoing Support)

Share a quick client example / story that relates to their situation

Emphasize what makes you different (transparency, planning approach, communication style, etc.)

What's your biggest takeaway from this meeting?

If you're open to it, I'm more than happy to walk you through a complimentary financial needs analysis. Then, if it makes sense, we can discuss terms of how we'd work together moving forward.

If not quite ready yet, use BAMFAM.

“Completely understand. That’s exactly why I keep this first step simple - 30 minutes to see if I can save you time long-term.”

"I get what you're saying. How much money do you think you need to have in order to work with us?"

“That’s fair. A lot of my clients said the same thing at first. What helped them was just taking the first step - having clarity on where they stood. Would it make sense to at least see your options so when you are ready, you know the best path?”