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9min chapter
Throwback: Show Me The Beef! [Episode 250]
The Perfect RIA
Enhancing Value in Prospect Meetings
This chapter emphasizes the importance of acknowledging and deferring questions in prospect meetings to provide resonating responses. It discusses setting expectations, addressing client concerns promptly, and explaining the relevance of questions to establish credibility with prospects. The speaker shares insights on when it's appropriate for financial advisors to discuss personal details, the use of personal anecdotes, and the significance of empathizing with clients by asking specific questions about their experiences.
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