21 reasons why the first prospect meeting can be hard

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  1. Invitation to meet is scheduled.
  2. Advisor prepares presentation.
  3. Client is nervous.
  4. Advisor is nervous.
  5. Advisor begins speaking.
  6. Client is listening.
  7. Advisor presents her bio.
  8. Client is listening.
  9. Advisor presents resources of her firm.
  10. Client is listening.
  11. Advisor presents investment management resources.
  12. Client begins to drift.
  13. Advisor presents historical performance.
  14. Client’s behavior shows lack of interest.
  15. Advisor asks client if they have any questions.
  16. Client asks Advisor to explain her fees.
  17. Advisor begins talking about her fee schedule.
  18. Advisor asks if there are any more questions.
  19. Client can’t think of any more questions.
  20. Advisor recommends a second meeting.
  21. Client politely says “I’ll think about it” and ends meeting.

Understanding what’s important & communicating your value doesn’t have to be.

Written by Jaimie Blackman

Jaimie Blackman

Jaimie Blackman — a former music educator & retailer— is a Certified Wealth Strategist & Succession Planner. Jaimie helps business owners maximize the value of their company through education & coaching. He is a frequent speaker at the National Association of Music Merchants, (NAMM) Idea Center and has spoken at Yamaha’s succession advantage.

As a financial literacy educator he has taught at New York University and has lectured at the 92nd Street Y, Marymount Manhattan College and CUNY.

His column is published in The Music & Sound Retailer and contributes to NAMM U online, as well as other industry trade magazines.

Jaimie is CEO of Jaimie Blackman & Company, President of BH Wealth Management, and Creator of MoneyCapsules® and the Sound of Money®.

To register for Jaimie’s live webinars, or to subscribe to his podcasts, visit jaimieblackman.com.

1 Comment

  1. That they are subtle, does not make them better. If people do not stand up against the little things, then we deserve what we get. The idea that this is about integration into an historical environment is disingenuous. Coca-culture is insidious.

    Reply

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