How to Create Maximum Impact in the First Meeting with a Prospective Client

In AB Advisor Institute's "Masterclass on Pricing" we propose that advisors can confidently charge a premium fee for their services if they do change their approach to the first few meetings with the client. We recommend that they slow down, complete a thorough Discovery and Fact-Finding process before establishing the price of the services and provide impactful experiences for the prospective client that intentionally build trust. In this deep-dive conversation Ken and Scott explore a step-by-step conversation that an advisor can have with a client in the very first meeting that creates a unique impact and leads to a more intimate and successful process of Discovery, Fact-Finding and Close. Also in this episode, the AllianceBernstein Digital Coach – see practice management solutions for advisor success: abfunds.com/go/digitalcoach DISCLAIMER Note to All Readers: The information contained here reflects the views of AllianceBernstein L.P. or its affiliates and sources it believes are reliable as of the date of this podcast. AllianceBernstein L.P. makes no representations or warranties concerning the accuracy of any data. There is no guarantee that any projection, forecast or opinion in this material will be realized. Past performance does not guarantee future results. The views expressed here may change at any time after the date of this podcast. This podcast is for informational purposes only and does not constitute investment advice. AllianceBernstein L.P. does not provide tax, legal or accounting advice. It does not take an investor's personal investment objectives or financial situation into account; investors should discuss their individual circumstances with appropriate professionals before making any decisions. This information should not be construed as sales or marketing material or an offer or solicitation for the purchase or sale of any financial instrument, product or service sponsored by AllianceBernstein or its affiliates.