107: The Communication Superpower For Creating Authority And Urgency with Sten Morgan

The Human Side of Money

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Most financial advisors’ meetings are underwhelming.

They typically include a mix of small talk, dialogue, fact-finding, and a less-than-riveting display of numbers and charts.

It’s the main reason why prospects leave your office and don’t respond for months (if ever), despite the fact that they need help. And you knew you could help them. It’s also the main reason that you won’t find clients excited and eager to come to their review meetings.

In this episode, Sten shares how he’s leveraged the power of communication to create a meeting experience where clients leave saying: “That’s different than any meeting I’ve ever had.”

Here’s what you’ll learn:

The “Quantify and Multiply” approach to create urgency
A formula to answer “What do you do?” in a compelling way
The meeting-altering power of whiteboarding (and how to do it)
The average things most advisors do that lead to boring meetings
Why the “trust gap” is the main thing keeping prospects from moving forward

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Resources:

The featured partner for this episode is Knudge, an automated system to help clients actually follow through on their tasks and reach their financial goals

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