How To Have An Amazing First Meeting (thread).

Learning how to hold amazing first meetings with prospective clients is the single most important "sales" skill a real financial planner can learn.

Here's what I've noticed is important.

Start with getting your head straight.

All the tips and tricks in the world are just hacks without the right mindset.

There are 3 shifts to make:

Mindset 1:

Desperate ---> Confident

No one wants to work with a desperate advisor. The purpose of a great first meeting is for the prospect AND YOU to decide if it's a good fit.

Believe that and it will change the way you think, feel, and act.

Mindset 2:

Salesperson ---> Doctor

I love sales...but the purpose of the first meeting is NOT SALES. It's understanding. You CANNOT write a prescription before you diagnose.

Mindset 3:

Numbers ---> Feelings

You might think you're in the spreadsheet and calculator business, and maybe you are...but you're also in the feelings business.

People need to be heard in the first meeting. Make room for that. Plan on it. Create it.