by Bill Cates
When we work with advisors we spend ample time teaching them what it takes to become referable early in the relationship and then stay referable throughout the relationship.
In your first meeting with new prospects, one of the things you want to accomplish is helping them feel at ease with you and your process. Everything you do should work toward reducing their stress level and building trust. It’s also important to “wow” your prospects in that first meeting. When you make clients go, “wow,” you increase your chances of earning their business and earning referrals quickly in the relationship.
But what about before you even meet? You have a choice: you can wing it when it comes to this process or you can have a simple system. Using a checklist will ensure it happens more often than not.
Here are 6 very simple things you can do even before the first meeting to reduce stress and “wow” prospective clients.