The intro meeting is the lifeblood of an advisory business. It’s either the single most profitable or the single most expensive activity you’ll ever engage in.
Yet, almost everything you’ve been taught about conducting these meetings is backward.
In fact, it probably goes something like this:
If this looks and feels familiar, then you already know how the story plays out.
You’re used to one of the following:
- The person who completely ghosts you despite promising to “follow up” after they “think about it.”
- The person who calls back and says they went in a “different direction.”
- The person who tells you every time to follow up again in a “few weeks.”
Meanwhile, you executed the exact sales process you were taught…
And have NOTHING to show for it.
Here’s why:
There is a misalignment between your focus and the prospect’s needs.
Psychology research tells us that prospects are focused on their problems.
Meanwhile, the process you’ve been taught focuses on your services and expertise.
Once you can grasp this concept and align your focus with your prospect’s needs, everything changes.
In this episode, you’ll learn five things you’ve never been taught that will allow you to conduct the ultimate intro meeting.
