Ep 512: Winning Clients And Moving 'Upmarket' By Being Confident In Telling Your Value Story with Chris Smith

This episode of Financial Advisor Success features Chris Smith, founder of PSBLTY, a brand strategy and design firm that works with financial advisors and firms. He discusses how advisors can lead discovery meetings so prospects feel understood rather than sold to, why most of the first meeting should be spent listening and reflecting a prospect's concerns back to them, and how to structure a second meeting around planning insights and strategy. He also shares scripts for inviting prospects to become clients and describes how his background in commercial real estate shaped his approach to prospect communication.

1. Smith argues the difference between a sales conversation and the start of a relationship comes down to how the advisor leads the conversation and listens.
2. Advisors should spend most of the initial meeting listening and reflecting a prospect's concerns back to them.
3. The episode covers how to structure a second meeting around planning insights and strategy without overwhelming the prospect.
4. Smith shares scripts he uses to invite prospects to become clients, and discusses how his commercial real estate background shaped his prospect communication.