Easy-to-Execute Strategies RIA Owners Can Use to Convert Prospects to Clients
If having to “sell yourself” tops your list of pain points —or even barriers to— independent RIA ownership, you’re not alone. Ever since the first car salesman, the idea of sales has conjured feelings from cringe to downright avoidance and fear. It’s time to unpack those emotional bags and embrace the conversion conversation.
In this honest look at how to close the deal without feeling like you’re selling your soul, XYPN members Lacy Rogers, CFP®, CRC®, and Martin Scott, CFP®, share how they’ve gotten proficient at meeting clients halfway and establishing themselves as the problem-solving partners their prospects can trust—and want to engage with.
Join us for an insightful discussion about the simple steps you can take to have a conversation that sets you and your prospect up for success—and removes any bad taste the thought of “sales” has left in the past.
Martin Scott, CFP®
Lasting Wealth Principles
Martin is a CERTIFIED FINANCIAL PLANNER™ professional who holds a BS from Cornell University and an MBA from Seton Hall University. Martin’s commitment to being a lifelong learner of financial planning knowledge and getting involved in the profession is shown by his active memberships in the Association of African American Financial Advisors (AAAA), XY Planning Network (XYPN), and National Association of Personal Financial Advisors (NAPFA). Additionally, Martin is part of the Cornell Entrepreneurship Network (CEN) as he believes that continued learning of how to be a great business owner ultimately will provide the most value to clients.
Lacy Rogers is the Founder of The Dedicated Dollar. After a decade in the broker-dealer world, Lacy transitioned into working with clients of her choosing and living a life that she loves. She now empowers her clients to make confident life and money choices, which usually revolve around moving to the countryside to live the farm life.