When a prospective client meets you for the first time, they are feeling both anticipation and apprehension. After the pleasantries and as you segue to the formal part of the meeting, hand the prospective client a leather portfolio containing a notepad, pen and printed agenda. Watch the apprehension melt away as they realize you are a professional who uses an agenda - and who has no hidden agenda. They can take notes during your meeting and have a takeaway to review as they work through your fit process. Again, the contrast and lasting impression helps them feel compelled to work with you.

Excerpt from International Best-seller: The Advisor Playbook www.paretosystems.com/the-advisor-playbook

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