02/10/2026
‼️Spoiler Alert.‼️This is my sales process when I meet with a potential client for the first time.
After a brief, introductory exchange of 60-90 seconds, I ask,
“How can we help?”
Then I remain silent.
There is an elegant simplicity to knowing when to shut up.
You might talk about a specific life event, a financial goal, or a money concern.
Maybe you’ve managed your money on your own, but you’ve come to the end of your knowledge, or you don’t have the time you once did.
I affirm everything.
Then ask, “What else?”
I keep asking that last question until you can’t think of anything more to say.
Then I repeat back everything you’ve just told me,
“So, if I’m understanding correctly, your primary goals/concerns are … XYZ, ABC, 123.”
“Did I get that right?”
Once I’ve made absolutely certain that I’ve not only given you a voice to express your primary objectives and concerns
But that I’ve also, in a way, helped you to articulate the feelings behind what you’ve verbalized
Only then do I talk a little about how my firm’s service offerings could intersect with what you’re looking to accomplish
(or how it doesn’t, and who might be a better fit).
I try to keep this part concise in our first meeting.
But - nothing happens if I'm not disciplined enough to remain silent and listen.