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The Financial Advisor's Success Manual by Craig CMIEL, David Leo

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Chapter | Five

Your Intake Process

Customers love certainty, make sure you give it to them. —Amit Kalantri

This chapter discusses how to structure and execute meetings with prospects and convert them to clients. We recommend a three meeting approach to prospect meetings.1

Meeting one consists of building rapport and trust; showing you care; uncovering needs, wants, unfulfilled desires, and concerns; emotionally and economically qualifying the prospect; creating interest; and getting the prospect ready to change by selecting you as their financial advisor. This phase of the process involves a detailed creative discovery so that you know as much about the prospect as possible.

The second meeting will be a complete diagnostic of the prospect’s current ...

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