Ep 483: Closing (More Affluent) Clients in The First Meeting with an "Approach Talk" Method to Create Urgency with Erin Botsford

About this episode

Erin Botsford shares strategies for closing high-net-worth clients in the first meeting by creating urgency and positioning as a risk expert.

What does it take to close a high-net-worth client in the very first meeting? For Erin Botsford, the answer is for an advisor to position themselves as a risk expert and to create a sense of urgency to act in the prospects' minds. Erin is the founder of The Advisor Authority, and has developed a step-by-step formula for advisors to close more upmarket clients faster. She joins the show today to share how advisors can create positive first impressions by creating a "founders video", help prospects recognize their potential risk exposures in estate planning and insurance, and create urgency naturally. Listen in to also hear Erin's insights on setting effective fee structures as well as how founders can strategically extract themselves from every client case and ultimately scale their firms more effectively. For show notes and more visit: https://www.kitces.com/483

People in this episode

Host: Michael Kitces

Guest: Erin Botsford

Topics covered

• closing clients
• high-net-worth
• risk management
• urgency creation
• fee structures
• scaling firms

Keywords

• high-net-worth clients
• closing techniques
• risk exposure
• estate planning
• insurance
• founders video
• fee structures
• scaling firms

Mentioned in this episode

Organizations: The Advisor Authority

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