Assume the Sale
Going into every meeting, your mindset should be to assume the sale. --Katherine Vessenes
Very few advisors understand that our business, financial services, is really a lot like theater. Your stage is your office and it needs to be very tidy and very professional looking, and your staff has to be warm and inviting and create a "wow" experience. You need to think of your client as the audience. And you're in the role of Brad Pitt or Catherine Zeta-Jones--viewing yourself as confident, in charge, powerful, and about to hit your mark and nail your role. Your mindset should be to assume the sale. Go into every meeting thinking that of course they will do business with you because you know you are really good at what you do and you have your clients' best interest at heart, and when you put those two things together that's a killer combination. This confidence is really crucial to closing more sales.
-Katherine Vessenes in AdvisorMax coaching session "7 Mistakes Advisors Make in the First Client Meeting"
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