Never Be Closing! How to Manage the First Meetings with a Prospective Client
Update: 2025-04-09
Description
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.
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.
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