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Podcast: The Perfect RIA
Episode: Encore episode - Prospect Process - Must Schedule Right Now: Available or Desperate?
Description: What happens when a prospect says, "I have time tomorrow at 2 pm"? In today's episode, Matthew and Micah compare this situation to being put into a Jiu-Jitsu chokehold and discuss how to navigate this situation in a calm way. You will hear tips on how to lay a solid foundation for your process of success and how to explain it to your clients in a way that demonstrates its value to them. Listen in as the guys break down how making exceptions for a client is actually going to take away from the value you provide. They...