Scott Keffer International

11/13/2025

Did you know Baby Boomers control $20 TRILLION in stocks and mutual funds?⁣
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That's right. The biggest wealth transfer in history is happening NOW.⁣
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But here's the kicker: Most advisors are marketing to Boomers all wrong.⁣
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I've cracked the code on what Boomers REALLY want from their financial advisors.⁣

👉🏼 It’s exactly the opposite of what most people teach you to do⁣
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👉🏼 It's easier than you imagine⁣
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👉🏼 Once you get it right it will revolutionize your business.⁣
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I've laid it all out in my latest article: "Understanding Baby Boomers - the Key to Effective Financial Advisor Marketing": ⁣
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You need to read and understand this so that other advisors don’t beat you to these clients.⁣
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And this information is too valuable to keep to yourself. Share it with a colleague who needs to up their Boomer marketing game!

11/06/2025

Are your credentials costing you affluent clients?⁣
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Think more letters after your name = more millionaire clients?⁣
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Think again.⁣
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I used to believe the same thing... until I found out what truly draws in wealthy clients.⁣
(It's not your certifications or the letters after your name.)⁣
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Discover the surprising truth about credentials and find out how to win over high-net-worth clients: ⁣
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One advisor in our private coaching used this method to gain 10 new million-dollar clients in just a year. ⁣
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Warning: This may change everything you know about marketing to the wealthy.

10/31/2025

This one question that made me millions in AUM...

Ever wonder why some prospects eagerly sign up to work with you while others just "want to think about it"?

After 35 years and more than $1.2M invested in training, I found it often hinges on one simple question you ask in the first 5 minutes.

I just published an article about this question. It explains the psychological principle that makes it effective with wealthy prospects.

This isn’t just theory. It’s the method I used to build a practice for millionaire clients. Now, it helps advisors like you turn high-net-worth prospects into long-term clients.

Read this article to learn the question and how to use it: https://bit.ly/4hBMvDd

This one question changes the entire tone of your prospect meetings - learn what it is and how to use it here.

The Input to Ownership Principle: Why Asking 'What Do People Like You Want?' Works The Input to Ownership Question When meeting with affluent prospects, one of the most powerful questions you can ask is deceptively simple: "What do you think people like you come to events like this to learn or disco...

10/29/2025

To successfully use the Input to Ownership Principle:⁣
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𝐀𝐬𝐤 𝐄𝐚𝐫𝐥𝐲: Use this question in the first 5-10 minutes of your interaction⁣
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𝐒𝐭𝐚𝐲 𝐒𝐢𝐥𝐞𝐧𝐭: Give prospects time to think and respond without jumping in⁣
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𝐓𝐚𝐤𝐞 𝐏𝐡𝐲𝐬𝐢𝐜𝐚𝐥 𝐍𝐨𝐭𝐞𝐬: The act of writing shows you value their input⁣
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𝐔𝐬𝐞 𝐓𝐡𝐞𝐢𝐫 𝐖𝐨𝐫𝐝𝐬: Reference their exact phrases throughout your time together⁣
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𝐒𝐞𝐞𝐝 𝐀𝐝𝐝𝐢𝐭𝐢𝐨𝐧𝐚𝐥 𝐈𝐝𝐞𝐚𝐬: If responses slow, you can add "Some people also mention..." to keep the conversation flowing⁣
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The Input to Ownership Principle isn't just for initial meetings. You can adapt this approach throughout your relationship:⁣
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✍🏼 "What do successful retirees like yourself typically worry about?"⁣
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✍🏼 "What do business owners like you look for in their financial strategy?"⁣
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✍🏼 "What do people in your position usually want to know about estate planning?"⁣
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When prospects feel ownership over the conversation from the start, they're more likely to:⁣
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✅ Share deeper concerns and aspirations⁣
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✅ Be receptive to your guidance⁣
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✅ Take action on your recommendations⁣
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✅ Become long-term clients who refer others

10/28/2025

"What do you think people like you come to events like this to learn or discover?"⁣
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That is one of the most powerful questions you can ask affluent prospects.⁣
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The question uses the 𝐈𝐧𝐩𝐮𝐭 𝐭𝐨 𝐎𝐰𝐧𝐞𝐫𝐬𝐡𝐢𝐩 𝐏𝐫𝐢𝐧𝐜𝐢𝐩𝐥𝐞.⁣
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That principle changes how prospects engage with you from the first meeting.⁣
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The traditional approach many advisors take is to directly ask prospects:
"Why did you come today?"
"What would you like to accomplish?" ⁣
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Those questions make sense, but they can lead to resistance or just surface-level replies. ⁣
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Why? ⁣
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They put prospects on the spot.
This makes them feel vulnerable about sharing personal concerns.⁣
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The beauty of asking "What do people like you want to learn?" is that it creates psychological safety through distance. ⁣
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You're not asking about their own situation.

Instead, you're asking them to talk about others like them.
This small change helps prospects feel at ease.
They are more likely to share their real concerns and dreams.⁣
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When prospects talk about "people like them" instead of themselves, they share their thoughts, fears, and desires. This third-person view helps them express what they feel. ⁣
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The responses you get are actually their own concerns, but expressed in a way that feels safer and less exposing.⁣
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A crucial element of the Input to Ownership Principle is what you do after asking the question.
As prospects share what "people like them" want to learn, you must:⁣
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👉🏼 Write down their exact phrases word for word⁣
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👉🏼 Repeat their language back to them verbatim⁣
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👉🏼 Resist the urge to translate their words into industry jargon

10/02/2025

What does an emergency room visit have to do with converting affluent prospects?⁣
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Everything, as it turns out.⁣
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A painful trip to the ER revealed a profound truth about why some advisors consistently land million-dollar clients while others watch qualified prospects walk away.⁣
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Discover the three psychological elements that transform doubting prospects into trusting clients:⁣ https://bit.ly/486kKQp
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Read The Psychology of Converting Affluent Prospects now.⁣

The Psychology of Converting Affluent Prospects How to Convert Affluent Prospects into Paying Clients Converting affluent prospects into trusting clients requires a deep understanding of how the wealthy think and make decisions. The traditional sales approaches taught by the financial services indus...

09/30/2025

There are 3 types of objections affluent prospects have when they come to your office.⁣
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To turn wealthy prospects into loyal clients, you need to understand their thinking and decision-making. ⁣
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Traditional sales methods in the financial services industry often miss the mark.⁣
⁣They overlook that wealthy individuals, those with $1 million or more in investable assets, think and act differently than most people.⁣
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-96-97% of people wish they had accumulated at least a million dollars, only 3.5% of the population has actually done so.⁣
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-Just half of 1% has accumulated $5 million or more. ⁣
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This reality destroys the common industry myth that "they put their pants on the same way as everyone else." ⁣
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The truth is, they don't think like everyone else, act like everyone else, or make decisions like everyone else.⁣
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When affluent prospects first walk into your office, they arrive with an inherent distrust of financial advisors. ⁣
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Years of marketing and one-size-fits-all methods have made them think all advisors are alike. ⁣
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Prospects don’t come in ready to change. They come in to show themselves and often their spouse that their current plan is just fine.⁣
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This creates what I call the "trust scale challenge." ⁣
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On one side of the scale is distrust, fueled by media bashing, DIY myths, friends and colleagues' opinions, past bad experiences, and widespread misinformation.
Your job is to tip that scale toward trust.⁣
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Affluent prospects typically have three levels of objections:⁣
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𝐎𝐛𝐣𝐞𝐜𝐭𝐢𝐨𝐧 𝐋𝐞𝐯𝐞𝐥 𝟏:
Spoken Objections: What they actually say ("I need to think about it")⁣

𝐎𝐛𝐣𝐞𝐜𝐭𝐢𝐨𝐧 𝐋𝐞𝐯𝐞𝐥 𝟐:
Unspoken Known: What they know but won't say⁣
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𝐎𝐛𝐣𝐞𝐜𝐭𝐢𝐨𝐧 𝐋𝐞𝐯𝐞𝐥 𝟑:
Felt But Unclear: What they feel but can't articulate⁣
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A successful conversion system must address all three levels. ⁣
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This is why traditional objection handling techniques often fail - they only deal with surface-level spoken objections.⁣
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The key to converting affluent prospects is taking them on a transformation journey from doubt to trust. ⁣
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This journey must:⁣
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1. Establish credibility before they arrive⁣
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2. Create emotional engagement immediately⁣
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3. Facilitate self-discovery of problems⁣
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4. Present solutions only after problems are owned⁣
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5. Cement decisions against buyer's remorse⁣

09/25/2025

Your smartest prospects are never going to change...⁣
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Imagine arriving at a stunning island.⁣
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Now, think about trying to convince someone to leave.⁣
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Affluent prospects who are "comfortable" with their current financial situation can't be convinced to work with you.⁣
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I learned this the hard way...⁣
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Until I discovered the three elements missing from every prospect conversation.⁣
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I just published a detailed look at the "I'm Okay Island" phenomenon. ⁣
It includes the framework I use to help prospects see when their comfort zone isn't as safe as they believe.⁣
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Read this article:⁣ https://bit.ly/4mB0Al4
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You'll discover why the affluent resist change and the five-step process that helped one advisor close 𝐭𝐞𝐧 𝐦𝐢𝐥𝐥𝐢𝐨𝐧𝐚𝐢𝐫𝐞 𝐜𝐥𝐢𝐞𝐧𝐭𝐬 in his first year using this approach.⁣
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This isn't about high pressure or pushy sales tactics.⁣
It's about something much more powerful: self-discovery⁣
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No more hoping prospects will "think about it" - just a clear path to helping them see reality.

09/24/2025

Remember, prospects arrive at your office in a state of distrust. ⁣
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Below is a practical framework (𝐭𝐡𝐚𝐭 𝐲𝐨𝐮 𝐜𝐚𝐧 𝐬𝐭𝐚𝐫𝐭 𝐮𝐬𝐢𝐧𝐠 𝐓𝐎𝐃𝐀𝐘) I've developed after years of working with affluent prospects⁣...
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The industry's standard marketing makes all advisors look alike, and worse - desperate. ⁣
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Your job is to move them from distrust to trust through a systematic process:⁣
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𝟏. 𝐒𝐞𝐭 𝐭𝐡𝐞 𝐒𝐭𝐚𝐠𝐞: Position yourself properly before they arrive⁣
𝟐. 𝐋𝐞𝐚𝐝 𝐃𝐢𝐬𝐜𝐨𝐯𝐞𝐫𝐲: Guide them through frameworks that reveal their current reality⁣
𝟑. 𝐂𝐫𝐞𝐚𝐭𝐞 𝐌𝐨𝐭𝐢𝐨𝐧: Help them see the need for change⁣
𝟒. 𝐑𝐞𝐦𝐨𝐯𝐞 𝐎𝐩𝐭𝐢𝐨𝐧𝐬: Make maintaining the status quo uncomfortable⁣
𝟓. 𝐂𝐞𝐦𝐞𝐧𝐭 𝐃𝐞𝐜𝐢𝐬𝐢𝐨𝐧𝐬: Address the avalanche of buyer's remorse before it hits⁣
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Here are the specific steps to help them recognize when their current situation isn't as safe as they think:⁣
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✍🏼 Start with Their Future Vision ⁣
Before discussing any problems, help prospects paint a clear picture of their ideal future. ⁣
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Ask questions like: "If you could wave a magic wand and have everything you wanted in retirement, what would that look like?" ⁣
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Get them talking about their dreams for lifestyle, legacy, and impact. This establishes the gap between where they want to go and where they currently are.⁣
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✍🏼 Use Visual Frameworks ⁣
I've developed three critical grid systems that help prospects self-discover their reality:⁣
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💡 The Risk Comfort Zone Grid: Shows them their actual risk exposure versus their comfort level⁣
💡 The Worry-Free Lifestyle Grid: Reveals gaps in their income planning⁣
💡 The Tax-Smart Asset Grid: Helps them see tax vulnerabilities they didn't know existed⁣
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✍🏼 Speak Their Language
Write down their exact phrases and repeat them back word-for-word
𝐓𝐡𝐢𝐬 𝐜𝐨𝐮𝐥𝐝𝐧'𝐭 𝐛𝐞 𝐦𝐨𝐫𝐞 𝐢𝐦𝐩𝐨𝐫𝐭𝐚𝐧𝐭.
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Don't translate into advisor-speak.
When they say "I want to travel to Italy because my great-grandparents came from there," use those exact words when referring to their goals. ⁣
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This builds trust and shows you truly understand their perspective.⁣
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✍🏼 Ask "I'm Interested" Questions ⁣
Instead of yes/no questions, use phrases like:⁣
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"What's important about that to you?"⁣
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"How would that look specifically?"⁣
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"What difference would that make in your life?"⁣
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"Tell me more about that" These questions move prospects to the right brain where decisions are made.⁣
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✍🏼 Create Emergency Room Conditions
Help them develop:⁣
⁣✅ Emotional Connection: Link their current situation to their deepest concerns⁣
⁣✅ Forward Motion: Guide them toward seeking solutions
⁣✅ Limited Options: Help them see why staying put isn't viable⁣
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The key is never telling them they're wrong. Instead, create conditions where they can safely discover the truth themselves.

This path isn't about pushing or pressuring.
It's about creating an environment where prospects can safely discover the truth about their situation.

09/23/2025

I was rushed to the emergency room with severe abdominal pain. ⁣
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As I lay there waiting for the doctor, it struck me - nobody in the ER ever says "I'm just gathering information" or "I need to think about it."⁣
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Why?

Because the emergency room has three critical elements:⁣
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👉🏼 𝐄𝐦𝐨𝐭𝐢𝐨𝐧: Intense pain or fear driving the need for change⁣
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👉🏼 𝐌𝐨𝐭𝐢𝐨𝐧: Actively seeking a solution⁣
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👉🏼 𝐍𝐨 𝐎𝐩𝐭𝐢𝐨𝐧𝐬: The reality that maintaining the status quo isn't viable⁣
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This is the exact combination we need to create with affluent prospects - ⁣
𝐧𝐨𝐭 𝐭𝐡𝐫𝐨𝐮𝐠𝐡 𝐦𝐚𝐧𝐢𝐩𝐮𝐥𝐚𝐭𝐢𝐨𝐧 𝐨𝐫 𝐩𝐫𝐞𝐬𝐬𝐮𝐫𝐞, but through helping them 𝑠𝑒𝑙𝑓-𝑑𝑖𝑠𝑐𝑜𝑣𝑒𝑟 the reality of their situation.⁣
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The financial services industry has trained advisors to lead with products, to showcase credentials, and to immediately jump into solutions. ⁣
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𝐁𝐮𝐭 𝐡𝐞𝐫𝐞'𝐬 𝐭𝐡𝐞 𝐭𝐫𝐮𝐭𝐡: If prospects believe their current plan, advisor, or course of action will get them where they want to go, you're wasting your time talking about what you do.⁣
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The affluent - those with $1 million or more in investable assets - make up less than 4% of the population. ⁣
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👉🏼 They think differently
👉🏼 Act differently
👉🏼 Make decisions differently than everyone else
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They cannot be sold - but they love to buy for their reasons, on their terms, in their way.⁣
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To help prospects we need to understand how the brain makes decisions. ⁣
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The left brain, activated by numbers and details, is where traditional advisors spend most of their time. ⁣
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But neuroscientist Antonio Demasio found that patients with damage to the right brain - the emotional center - couldn't make even simple decisions like what to have for breakfast.⁣
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This gives us a clear framework for meetings:⁣
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✅ Open in Right Brain: Use questions, stories, and emotional connections⁣
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✅ Move to Left Brain: Present analytical information and solutions⁣
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✅ Close in Right Brain: Return to emotional drivers and vision for the future

09/19/2025

I charge a $10,000 consulting fee to teach this technique to advisors...⁣
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It's called the stool technique.⁣
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One of the most powerful closing techniques involves 𝐩𝐡𝐲𝐬𝐢𝐜𝐚𝐥𝐥𝐲 𝐜𝐡𝐚𝐧𝐠𝐢𝐧𝐠 𝐲𝐨𝐮𝐫 𝐩𝐨𝐬𝐢𝐭𝐢𝐨𝐧.
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Just as the opening of your meeting needs to engage the right brain, so does the close. ⁣
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Most advisors focus on technical details or paperwork at the end.
This makes prospects switch back to analytical thinking.⁣
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So here's the technique:
If you’ve been standing to write on a white board or to make a presentation move from standing (teacher mode) to sitting at eye level (trusted counselor mode). ⁣
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After using the stool technique, use this framework:⁣
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"Based on what we've discussed today and the challenges you've identified, would it make sense to schedule another meeting where we can explore specific solutions? We can decide then if it makes sense to work together."⁣
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This simple shift transforms the dynamic of the conversation.

09/18/2025

You've probably heard "the money is in the close."⁣
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𝐖𝐫𝐨𝐧𝐠.⁣
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You're actually winning (or losing) your prospect meetings in the first 5 minutes - and it has nothing to do with what you're saying.⁣
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It's about which half 𝐨𝐟 𝐭𝐡𝐞𝐢𝐫 𝐛𝐫𝐚𝐢𝐧 you're engaging.⁣
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I just published an article revealing:⁣
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👉🏼 The one question that kills most prospect meetings⁣
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👉🏼 A proven opening script that doubles engagement⁣
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👉🏼 The $10,000 "stool technique" that transforms your close⁣
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𝐑𝐞𝐚𝐝 𝐢𝐭 𝐡𝐞𝐫𝐞: ⁣
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If you're tired of watching qualified prospects walk out the door "to think about it," this is worth your time.