Ep. 204 - Mastering 15min Intake Calls: Lose the Price-Shoppers, Gain Committed Planning Clients

If you're struggling with clients getting sticker shock on the 15 minute intake call, then this podcast is for you. In this episode, Ali emphasizes how the 15 minute intake call is solely to get clients to the planning session, not sell them. She advises avoiding pricing talk, and instead using curiosity to understand their goals - focusing instead on why they want a will, then reframing it from needing a cheap document to wanting a plan that works, at the right budget.

When you stop trying to sell anything, it becomes easier to reorient the discussion towards processes for assessing assets, family dynamics and future needs.

Listeners will:

• Learn the sole purpose of the 15 minute intake call
• Discover how curiosity and reframing create easier engagements
• Learn how to redirect clients from price shopping
• Recognize how to determine if clients want real planning or just documents
• Ensure the outcome is consent to do homework in exchange for a free LLPS
• Gain sample language and questions to have an effective call