Summary: Most firms start their sales pitch with what they can do for the prospect, then describe how they will do it, and maybe mention why the prospect should choose them. Reverse the order, says Alexandre Monnier, president of the Family Office Exchange
 Start with why a prospect should select your firm. Work from the inside out. You won't sound like all the other planners who want their business. Instead of having a transactional discussion, it will be a very different conversation - you will be aspirational, and you will demonstrate that you're value-centric.”Alexandre Monnier, president, Family Office Exchange |
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