Your prospect's eyes glaze over about ten minutes into the meeting. You can feel it—they're sitting right there, but they've checked out. And here's the uncomfortable part: it's usually not because your advice is bad.
Most advisors lose the room for a reason they never see coming, and they keep doing the exact thing that causes it in every single appointment.
In Part 3 of the Missing Visuals series, I break down the one skill I've watched separate the top 1% from everyone else, and why the way you're communicating your best ideas might quietly be costing you clients.
3 Insights From This Week’s Episode…
#1.) Draw: The $10M Client Story
Most advisors rely on words to explain complex ideas, then wonder why prospects nod along but never move forward. I share the story of an advisor who used a simple drawing to help close a $10M client—and why it reveals a bigger problem in how advisors communicate value.
#2.) Co-Create: Why Prospects Push Back
When a prospect feels like a plan is being sold to them, resistance naturally shows up. We explore what changes when the meeting stops feeling like a pitch and starts becoming something the advisor and prospect build together.
#3.) Teach: The Risk Of Keeping It In Your Head
A lot of advisor firms are built around the founder’s instincts, stories, and ability to explain things in the moment. That works until you need to train advisors, scale the firm, or build something that can eventually run without you. I’ll show you how to start turning what lives in your head into something your team can actually use.
Triad Sales Lab
Want to turn more great prospects into lifelong clients? Triad Sales Lab helps advisors use simple visual models to communicate more clearly, strengthen appointments, and improve the way they present their process. Learn more and apply below.
SHOW NOTES
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DBDL podcast episode conversations are intended to provide financial advisors with ideas, strategies, concepts and tools that could be incorporated into their business and their life. No statements made in the episode are offered as, and shall not constitute financial, investment, tax or legal advice. Financial professionals are responsible for ensuring implementation of anything discussed related to business is done so in accordance with any and all regulatory, compliance responsibilities and obligations.
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