A discovery meeting can either feel like a sales conversation or the beginning of a relationship where a prospect feels genuinely understood. Today's guest believes the difference comes down to how advisors lead the conversation, listen to what prospects are actually saying, and guide them towards the next step.
Chris Smith is the founder of PSBLTY, a brand strategy, design, and implementation firm working with financial advisors, teams, and firms. In this episode, Chris shares how leadership shapes the discovery process, why advisors should spend most of the initial meeting listening and reflecting a prospect's concerns back to them, and what can create a stronger path to a second meeting. You'll also learn how to structure that second meeting around planning insights and strategy without overwhelming the prospect, the scripts Chris uses to invite prospects to become clients, and how his background in commercial real estate shaped his approach to prospect communication.
For show notes and more visit: https://www.kitces.com/512
