Why does the Mastery Series™ advise you not to say "thank you for coming" when clients arrive?

Article ID: 195

Last updated: 20 Nov, 2019

Because thank you implies that this meeting is about you. People do not come to your office to give you an opportunity to sell them something and make money. They meet with a Financial Advisor so they can get something that benefits them.

Thank you may seem polite, but it’s not relevant to this situation.

What we teach you to say is polite and relevant.

Stick with us and you will learn to become a brilliant communicator. Most Financial Advisors are not remotely close to brilliant communicators.

And your communication skills will have more impact on your success than almost any skill you will develop as a Financial Advisor ---- or a human being for that matter.

« Several of my clients (mostly women) come to me between the...

I have done my first few Financial Road Maps® and 2 people were... »

Others in this category

At the last Academy (January 2012 Academy 2), you mentioned that when someone asked us ‘What do you do, aren’t you a Financial Advisor?’, we should say ‘No.’ What do you say if you are still transitioning out of a position as a Financial Advisor- a role you plan on exiting at some stage?

I have an existing client worth a million dollars (Richard Clarke) who has not been introduced to Old World/ New World™ yet. He could potential be an ideal client and I plan on doing a Financial Road Map®. I was previously trained by CEG Worldwide John Bowen and company. He would like me to manage his mothers’ million dollars and before doing so his sister would like to meet me prior to them hiring us. This opportunity occurred before I starting training in the Values-Based Financial Planning™ program. Can you please provide some insight and perhaps an agenda of things that you might discuss in this initial meeting with the sister? My goal would be to do Financial Road Map® meetings with the whole family. I’m interested in hearing your thought process regarding this scenario. The meeting is in the client’s home. I understand the meetings should be at my office and in the past Richard comes to see me at my office. He asked me to do him a favor and have a cup of coffee with him at his home since his sister was in town and staying with him. The mother and sister both live in Arizona. The mother has 1 million liquid and the sister has around 16 million liquid.

Several of my clients (mostly women) come to me between the final stages and they want to make some sort of personal connection before jumping into the Financial Road Map® conversation. Usually this consists of listening/empathizing for 10 – 15 minutes (or more) before we begin. Often, they are still in survivor mode and they cannot think about more than one goal (like, how do I keep the house). Jumping straight into the Financial Road Map® without making the connection has been awkward and less productive. Any advice?

As part of my self-referral process, I have partnered with a friend of mine who is a business coach. We are running a monthly networking event as co-hosts. He has proposed printing up a bunch of postcards and will be personally going door-to-door meeting local businesses. The front of the postcard will have the details of our event. the back will be shared with half for his promotions and half for my incredibly engaging text. I would like to get your input for text that includes a "free no-obligation" something.

During a Group Referral, the first person I offered the book to would not provide her business card and Ideal Life Worksheet in exchange for the book. I was not sure what to do, so I simply smiled and gave her the book (I was thinking, ‘OK then, no book for you’). The other seven people in the group followed the process perfectly and gave me their business cards and Ideal Life Worksheets in exchange for the book. Is there anything you would have said to the first person who would not provide their business card and Ideal Life Worksheet?

» More articles