Are you designing your sales process around what you prefer or around what your prospect actually needs to feel confident enough to say yes?

In this episode, Nancy Bleeke Noël, Founder of Sales Pro Insider and creator of the Genuine Sales Training course, joins Kristin to flip the script on how advisors approach business development—because most prospects have never hired a financial advisor before and don’t know how to do it.

Listen in to discover why your sales process begins long before the first meeting and how small “trust deposits” can dramatically reduce prospect anxiety at every touchpoint.

You’ll hear practical strategies for structuring your meeting cadence, crafting a consolidation instead of a close, and turning more great conversations into clients.

Nancy shares:

• Why the sales process starts before most advisors think it does.
• How to prepare prospects before they ever walk through the door.
• The power of small “trust deposits” in building confidence.
• How to design your meeting process around the buyer, not the advisor.
• Whether a one-, two-, or three-meeting process is right for your firm.
• Why a shared objective matters more than a meeting agenda.
• How to give prospects an “assignment” between meetings.
• The difference between a “close” and a “consolidation.”
• How to check for readiness without creating pressure.
• Why leaving prospects in indecision is the greatest disservice you can do.

Resources:

• Genuine Sales Training
• Sales Strategy Coaching Session (free 30-minute introductory coaching session)
• Calendly

Connect with Nancy Bleeke Noël:

• LinkedIn: Nancy Bleeke Noël
• SalesProInsider.com
• YouTube: Sales Pro Insider
• X: Nancy Bleeke Noël
• Email: nancy@salesproinsider.com

Connect with Kristin Harad:

• LinkedIn: Kristin Harad, CFP®
• FullAdvisorCoaching.com
• X: KristinHarad
• Email: kristin@fulladvisorcoaching.com 
• Schedule a Conversation with Kristin