All the tips and tricks in the world are just hacks without the right mindset.
There are 3 shifts to make:
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.
All the tips and tricks in the world are just hacks without the right mindset.
There are 3 shifts to make:
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.
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.
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.
Make those shifts.
Write them on a sticky note to remind you. If you find yourself lacking confidence repeat them like a mantra.
Now for The 7 Principles of a first meeting.
They've come to talk about money, and they expect you to steal it from them (because #theindustry). Give them the opposite experience. Empathetic. Understanding.
Everything about the experience should allow people to relax.
Provide a roadmap, agenda, signposts, or map. Let them know the process. People like to know there won't be surprises or a bait and switch.
This should come natural (get it?) but we forget sometimes because we're so focused on some agenda. So focused on "closing" that we forget to be open.
Be nice. Ask questions. Treat people like you would like to be treated.
I know, I know...you already know how to listen. Can I be direct?
NO YOU DON'T.
Almost none of us do. It's a skill. It's so rare that I bet you can't remember the last time you felt like someone was truly listening.
The first answer is never the THING. The THING is deeper. The first meeting is a non-destinational exploration. Follow the clues. Ask follow-up questions. Be curious.
In a one-hour meeting see if you can be talking for 5 minutes. Guess who is talking for the other 55 minutes...? That right, the hero of this story...the POTENTIAL CLIENT.
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Symptomatic people are tested for one and only one respiratory virus. This means that other acute respiratory infections are reclassified as
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It is tested exquisitely with a hypersensitive non-specific RT-PCR test / Ct >35 (>30 is nonsense, >35 is madness), without considering Ct and clinical context. This means that more acute respiratory infections are reclassified as
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The Drosten RT-PCR test is fabricated in a way that each country and laboratory perform it differently at too high Ct and that the high rate of false positives increases massively due to cross-reaction with other (corona) viruses in the "flu
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Even asymptomatic, previously called healthy, people are tested (en masse) in this way, although there is no epidemiologically relevant asymptomatic transmission. This means that even healthy people are declared as COVID
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Deaths within 28 days after a positive RT-PCR test from whatever cause are designated as deaths WITH COVID. This means that other causes of death are reclassified as
RT-PCR corona (test) scam
Symptomatic people are tested for one and only one respiratory virus. This means that other acute respiratory infections are reclassified as
4/10
— Dr. Thomas Binder, MD (@Thomas_Binder) October 22, 2020
...indication, first of all that testing for a (single) respiratory virus is done outside of surveillance systems or need for specific therapy, but even so the lack of consideration of Ct, symptoms and clinical findings when interpreting its result. https://t.co/gHH6kwRdZG
2/12
It is tested exquisitely with a hypersensitive non-specific RT-PCR test / Ct >35 (>30 is nonsense, >35 is madness), without considering Ct and clinical context. This means that more acute respiratory infections are reclassified as
6/10
— Dr. Thomas Binder, MD (@Thomas_Binder) October 22, 2020
The neither validated nor standardised hypersensitive RT-PCR test / Ct 35-45 for SARS-CoV-2 is abused to mislabel (also) other diseases, especially influenza, as COVID-19.https://t.co/AkFIfTCTkS
3/12
The Drosten RT-PCR test is fabricated in a way that each country and laboratory perform it differently at too high Ct and that the high rate of false positives increases massively due to cross-reaction with other (corona) viruses in the "flu
External peer review of the RTPCR test to detect SARS-CoV-2 reveals 10 major scientific flaws at the molecular and methodological level: consequences for false positive results.https://t.co/mbNY8bdw1p pic.twitter.com/OQBD4grMth
— Dr. Thomas Binder, MD (@Thomas_Binder) November 29, 2020
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Even asymptomatic, previously called healthy, people are tested (en masse) in this way, although there is no epidemiologically relevant asymptomatic transmission. This means that even healthy people are declared as COVID
Thread web\u2b06\ufe0f\u2b07\ufe0f
— Dr. Thomas Binder, MD (@Thomas_Binder) December 16, 2020
The fabrication of the "asymptomatic (super) spreader" is the coronation of the total nons(ci)ense in the belief system of #CoronasWitnesses.
Asymptomatic transmission 0.7%; 95% CI 0%-4.9% - could well be 0%!https://t.co/VeZTzxXfvT
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Deaths within 28 days after a positive RT-PCR test from whatever cause are designated as deaths WITH COVID. This means that other causes of death are reclassified as
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— Dr. Thomas Binder, MD (@Thomas_Binder) March 24, 2020
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