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9. Mindset & Skills for Nailing Your Prospect & Discovery Meeting
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In this episode, we talk with Brendan Frazier, Chief Behavioral Officer of RFG Advisory, about the mindset and skill set that advisors need to nail their prospect and discovery meeting. Brendan shares practical tips on how to quickly build trust from the first conversation as well as how to continue building on that trust in future meetings by actively listening, asking thoughtful questions, and showing genuine interest.
The mindset and skills employed in these initial meetings help to create a safe and comfortable environment. Indirectly it answers clients' unspoken questions about trust and capability. Brendan offers additional techniques that advisors can use to create that safe environment. Techniques like mirroring and summarizing can improve communication and build stronger client relationships, focusing on the human side of financial advising. This episode is jam packed with practical strategies that you can begin using and building on immediately.
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- Brendan Frazier on LinkedIn
- The Human Side of Money Podcast
- Ashley Quamme on LinkedIn
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