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

The episode features Chris Smith, founder of PSBLTY, discussing how advisors can make discovery meetings feel less like a sales conversation and more like the start of a relationship. It covers leading the conversation, listening and reflecting a prospect's concerns, structuring a second meeting around planning insights without overwhelming the prospect, and scripts for inviting prospects to become clients.

1. Chris Smith says the difference in a discovery meeting comes down to how advisors lead the conversation, listen and guide the prospect to the next step.
2. He suggests advisors spend most of the initial meeting listening and reflecting a prospect's concerns back to them.
3. The episode covers structuring a second meeting around planning insights and strategy without overwhelming the prospect.
4. Smith discusses scripts for inviting prospects to become clients and how his commercial real estate background shaped his approach to prospect communication.