The Human Side of Money 12: Evan Beach | An Evidence-Based Approach to Winning Prospects and Influencing Clients (Part Two)
Imagine how much easier it would be to get someone from prospect to life-long client if you could look into their mind and know what they value. Or how much easier it would be to get a client to follow through on the advice given if you knew exactly what was going on in their mind?
We’ve been given those answers, and in this episode, Evan Beach and I discuss the specific ways Evan and his firm have evolved their processes, systems, and conversations to deliver what clients actually want.
We discuss:
- The 5-minute exercise their firm uses that converts nearly every prospect into a client
- The changes Evan made to his meeting process to focus on what clients want that led to a massive boost in new assets
- The exact question his firm asks everyone in their first meeting that lays the groundwork for success
- The reason why he encourages clients to state their goals publicly as many times as possible
- Why Evan strives to make sure stories are an integral part of every conversation and presentation
- The stories he’s learned to tell that resonate the most with clients and prospects
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About our Guest:
Evan Beach is a Certified Financial Planner and wealth manager at Campbell Wealth Management in Alexandria, Va. Evan and his team are well known throughout the Capitol region. His expertise and practice is focused around comprehensive financial planning for seniors, retirees, and those approaching retirement. Evan is a graduate of the University of Delaware, The College for Financial Planning, and Georgetown University. He currently resides in Washington, D.C. with his wife, Ali and dog, Tenley. Securities offered through LPL Financial, Member FINRA/SIPC. Investment advice offered through Campbell Wealth Management, a registered investment advisor, and separate entity from LPL Financial.