This originally aired as a video on my YouTube channel which you can watch here: https://www.youtube.com/watch?v=L5ItcWyM48w
If you are a current or aspiring financial professional you may wonder: "how to prepare for a meeting with a potential client?"
I think this list can help you attract new clients to your practice as well as turn existing clients into raving fans from your meetings.
1. Set expectations. No one wants to be frustrated by being "overpromised" to and "under-delivered" to. This is why it is critical to set realistic expectations that you can deliver on with meeting with a prospective client.
2. Provide a service calendar (2:06). What should they expect? And at what times of the year will you be delivering these services? This will also allow you to create a set of routines or tasks for your back office to perform in order to meet expectations.
3. Always probe and ask great questions (3:25). Your clients and potential clients are really interesting people that do interesting things. BE INTERESTED. This will only strengthen the rapport you build for them to trust you as their advisor. Be genuinely interested in what is going on with them.
Thanks for listening.
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