That could vary depending on how you are finding your prospects. When you and your Accountability Coach decide that you are ready for Mastery Series 2, which teaches our referral process, you will learn a complete system for filling your appointment calendar by referral.
In the meantime, when you are scheduling appointments with your prospects it is important for them to come to your office with their spouse and bring their financial documents. This is so they can have the best experience possible. Communicate that they will get something, their Financial Road Map®, which will be valuable to them whether or not the two of you choose to do business together. They will experience a meeting where they will both have total clarity about what’s important to them, define all of their financial goals, and benchmark their current financial reality. This will help them to be in a position to align all of their financial decisions with their most important goals and their most deeply held values.
If you get any push-back at all, reiterate that this is something they will derive value from whether they choose to proceed with you or not.
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