Nico Pesci’s firm went from bringing in roughly $150k–$250k in new assets per client to between $1M-$2M.
But the interesting part isn’t some new marketing funnel, sales script, or lead source.
It’s what changed in the way Nico thinks about the client relationship itself.
In this conversation, Nico and I explore why advisors can unknowingly limit themselves before a prospect meeting even begins, what changes when a $17 million opportunity walks through the door, and why high-net-worth clients may be looking for something very different than what the financial industry has traditionally sold them.
We also get into the challenge of taking what works inside a founder’s head and turning it into something an entire team can consistently deliver.
3 Insights From This Week’s Episode…
#1.) The Prospect You Almost Write Off
Nico talks about the assumptions advisors make about a small crowd, an unqualified list, or a prospect who doesn't look the part, and what those assumptions quietly cost.
#2.) Why Bigger Clients Expose Weak Sales Processes
Put a $17 million prospect across the table and suddenly even experienced advisors can start changing how they communicate, selling differently, or abandoning the process they normally trust. We explore why the size of an opportunity can create its own set of problems.
#3.) The Bottleneck Hidden Inside The Founder
There’s a limit to how far an advisory firm can scale when every important conversation still depends on the founder. Nico shares what he’s learned moving from solo advisor to founder and the new challenges that appear when other people are trusting you with their careers.
TRIAD SALES LAB
Learn how to break through the ceiling using the framework behind some of Triad’s fastest-growing firms. Discover the sales system that scales and apply right here: https://bradleyjohnson.com/186-triad-sales-lab/
SHOW NOTES
https://bradleyjohnson.com/187
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DISCLOSURE
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.
The Triad member statements reflect their own experience which may not be representative of all Triad Member experiences, and their appearances were not paid for.
Triad Wealth Partners, LLC is an SEC Registered Investment Adviser. Please visit Triadwealthpartners.com for more information. Triad Wealth Partners, LLC and Triad Partners, LLC are affiliated companies.TP09265933114
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