20 - Onboarding Pt2 - The CRUCIAL First Planning Meeting
TRAP: The Real Adviser Podcast
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How to Reset the Scene When Prospects Come Back to You
Lincoln: I think it's important to reset, just reset the scene when these prospects come back for this initial planning meeting. Remembering these people are coming to you. They don't really yet understand what you do. And they're probably partly terrified that if the graph or the cash flow looks bad, what are we going to do? Alan: The last meetings can be an hour and a half in length - depending on how involved clients get. But it is collaborative, the financial planner becomes the financial planner because they build up the plan together.
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