When you’re lost, the first thing you look for is a red dot on a map that says: “You are here.”
In this episode of From Busy to Rich, host Wes Young and co-host Justin Lakin walk financial advisors through the “location phase,” the very first step in their client onboarding process that transforms initial meetings into transformational ones.
They break down how to replace clunky fact-finding with engaging conversation, using psychology, clear language, and a four-part framework: welcome, common ground, healthy tension, and next steps. Whether you’re brand new to planning or a seasoned advisor, this episode gives you a replicable script and a strategy that builds trust and increases client engagement without feeling like a sales pitch.
What to expect:
- How to open meetings with clarity and calm
- Why “tell me about” is more powerful than interrogation
- Tools to streamline and digitize the onboarding process
- The mindset shift that makes people knock on your door
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