The 7 Critical Conversations to Build & Maintain a 7-Figure Business – Part 1

There are critical conversations necessary to engage people in ways that predictably turn leads into prospects, prospects into clients, clients into people who take action on your advice, happily pay you for planning and advice, and refer you to their friends, family, and colleagues.


These 7 conversations are easy to understand but hard to master. Many FAs have a basic level of ability with these conversations, but this article is about elevating from basic ability to virtuoso skillfulness. Consider what could happen to the quality of your client service and the value of your business when you can artfully engage anyone, any time, and anywhere.


Critical Conversation #1: Mastery of the first conversation.


Every future Ideal Client relationship starts with a stranger. However, you choose to prospect and market, your ability to engage strangers is critical to your success.


How do you engage a person or couple, in any situation or environment, in a way that inspires them to want to talk to you again without coming across like a schmucky financial salesperson trolling for business?


This skill is about asking the right questions, listening with empathy, hearing what’s most meaningful, important, significant, and compelling to them, and then being able to make an offer to take a simple first step that’s relevant FOR THEM.


Let’s say you’re at a wedding. What’s the obvious first question when you meet someone new, aka: a stranger? “Are you a friend of the bride or the groom?” What’s the next question? “How do you know ________?” And the next question is what really separates the conversation virtuosos from most mortals with decent “social skills.” The typical person asks something superficial like, “what do you and _______ do for fun?” The virtuoso asks a question that’s more meaningful and emotional like, “You and ______ met at an important time in your lives. What did you learn from _______ that has helped you become a better human being?” Listen. Listen with empathy and ask, “and how has that impacted your life?” Continue to listen: “tell me more about that” several times.


This critical conversation process can be implemented as part of any prospecting or marketing strategy and when you meet new people in your normal course of living. Eg: at dinner parties, on the golf course, after church, at a charity event, etc.


The conversation virtuoso has no trouble engaging strangers in ways they position them to speak again… without ever talking about themselves or giving a tired FA “elevator pitch.”


How would mastering this critical conversation help you grow your business with Ideal Clients?



AdvisorRoadmap™ Virtual Training for Financial Advisors is a web-based, virtual training platform unlike anything in the industry. This state-of-the-art platform will help you maximize your client value promise, grow your business, and master client acquisition. The training utilizes Adult Learning Theory which helps to accelerate learning, retention, and results. This unique training platform takes most of what Bill has been teaching for the past 25+ years and condenses it down so you receive proven processes and skills (via interactive training courses, videos, scripts, interviews, live webinars with Bill, monthly podcasts, and demonstrations available 24/7 on your computer, laptop, tablet, and mobile phone for an extremely affordable price ) in the following 4 main areas:

  1. Client Acquisition
  2. Client Service
  3. Leadership
  4. Time / Priority Management


To discover all 7 Critical Conversations in depth, go to:


Discuss this Post...