Never Be Closing! How to Manage the First Meetings with a Prospective Client

For years advisors have been taught the importance of closing a  prospective client quickly – if possible, during the first meeting. On closer look advisors will have much more success if they slow down, take their time and give the client time to fully appreciate what the advisor has to offer. There has always been a dynamic tension for advisors between  taking the time to build trust in a new relationship and getting the client to sign on the dotted line. Especially when new clients seem scarce, advisors can feel a compelling need to get the new relationship started, even if it means offering a steep discount. In this fast-paced conversation, Ken and Scott explore how the thoughtful advisor can manage the first few meetings with a client to provide powerful experiences that build trust, reveal value and stimulate strong feelings of confidence. The program includes specific strategies that advisors can use to create meaningful experiences for clients in the first few meetings. Also in this episode, the AllianceBernstein Digital Coach – see practice management solutions for advisor success: abfunds.com/go/digitalcoach DISCLAIMER Note to All Readers: The information contained here reflects the views of AllianceBernstein L.P. or its affiliates and sources it believes are reliable as of the date of this podcast. AllianceBernstein L.P. makes no representations or warranties concerning the accuracy of any data. There is no guarantee that any projection, forecast or opinion in this material will be realized. Past performance does not guarantee future results. The views expressed here may change at any time after the date of this podcast. This podcast is for informational purposes only and does not constitute investment advice. AllianceBernstein L.P. does not provide tax, legal or accounting advice. It does not take an investor’s personal investment objectives or financial situation into account; investors should discuss their individual circumstances with appropriate professionals before making any decisions. This information should not be construed as sales or marketing material or an offer or solicitation for the purchase or sale of any financial instrument, product or service sponsored by AllianceBernstein or its affiliates.