The 7 Critical Conversations to Build & Maintain a 7-Figure Business – Part 3

Critical Conversation #3: Mastery at opening the first face-to-face meeting.


People have embedded in their subconscious minds an imaginary trust dial. And everything you say and do moves the needle on the trust dial one direction… or the other. This is especially important to recognize during the first 45 to 60 seconds of your first face-to-face meeting with a future client. It HAS to be scripted. It has to be scripted word-for-word and you have to practice those words over and over and over again until you are brilliantly effective. Not just at delivering the words, but with the right tonality, the right facial expressions, and with a totally trustworthy way of being.


Do you remember the scene from the movie Jerry McGuire when Renee Zelweiger’s character said, “You had me at hello?” That’s your goal: to have them at hello.


Here’s our script: “Welcome to our office Bob & Susan. The fact that you took the time to gather your financial documents and made time in your busy schedules to be here today makes a statement about the importance you place on making smart choices about your money, is that true?” Pause so they can answer.


“Well, we take it seriously as well. We’ll ask you lots of questions today, take copious notes, and use some tools to help put our discussion in visual perspective. You’ll also notice that we are recording our meeting today. The reason we record is because we are very thorough. Do you know how you can watch a movie a second or third time and see things you didn’t see the first time?” Pause so they can respond. By the way, the answer is always “yes.”


“Well, Bob & Susan, our conversation today is clearly much more important than a movie. Should we decide to work together, my team and I will listen to this recording at least once to make sure that we get our advice…. just right… for you.”


Take a few moments to consider which direction the needle moved on the trust dial, and why, during that 45-second opening.


Can you imagine any virtuoso who does not record and review their performances? How else could you possibly become a virtuoso? You can’t.


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...