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for advisers and leaders in financial advice

  • Writer's pictureJason Dunn


It is essential you are confident in gaining an appointment with new prospects and that they are well prepared, including how they are feeling about coming to meet with you for the first time.

Having referrers who clearly and concisely articulate your value, the problem they may have that you can solve, or just the difference you make to people’s lives will motivate and inspire your prospects to take up to 3 or 4 hours out of their day to meet with you.

One of my key learnings from working with hundreds of referrers is that they all say different things to their clients or friends about their adviser. Often, we find that referrers, whether they are other professionals or their existing clients, say different things each time to different people about their adviser. Consequently, your true value is rarely communicated with nearly enough effect or benefit.

This can all too often lead to the person they are intending to refer you to either not answer your call, not show up for an arranged appointment, or not show up with a positive mindset.

Consequently, you may have to work even harder to overcome any reservations they may have built up.

This can be solved by creating a VP with the 4 key things that your clients tell you that they value about your relationship.

Additionally, a 15 to 20-minute pre-meeting call to your new prospect can achieve many benefits for both your prospect and you.

Our GROW Adviser Capability program explores how you can most effectively build your client-centred VP and how you can most effectively work with your referral partners. We also discuss and share best practices in relation to developing trust prior to the first meeting.

Keep an eye out for my next article:

“Do you know what is truly important to your prospects?”

Exactly what do your referrers say about you and they say what you really want them to say?

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