Complete Sales Scripts

# Table of Contents

1A: Opening the Discovery Meeting (5 Minutes)

Objective: Build rapport, set agenda, and establish the consultative tone.

```

"[Client Name], thank you for making time today. Before we dive in, let me explain how

this meeting works — because it's probably different from conversations you've had with

other financial professionals.

Our time together has three parts. First, I want to understand your situation — where

you are today, what's working, what's concerning you, and where you'd like to be.

Second, I'll share how I work with clients like you and whether there's a fit. Third,

if it makes sense for both of us, we'll talk about what working together looks like.

There's no pressure and no obligation. My job is to give you clarity, whether or not

we work together. Does that sound like a good use of the next 45 minutes?"

```

Why this works: It sets agenda (reduces anxiety), establishes your difference (intrigue), removes pressure (increases honesty), and gets agreement (commitment consistency).

1B: Background Questions (10 Minutes)

```

"Let's start with the big picture. Tell me about what prompted you to schedule this

conversation. Was there a specific event, a concern, or just a general feeling that

it's time to get a clearer plan in place?"

[Listen for 2-3 minutes without interrupting]

"That's really helpful. Let me ask a few questions to round out my understanding:

```

1C: Goals & Aspirations Discovery (10 Minutes)

```

"Now let's shift to the future. If we were sitting here three years from today and

you were thrilled with how things had gone, what would have happened? What would

be different?

[Let them answer, then probe deeper]

"That's a great vision. Let me dig into that a bit:

completely comfortable in retirement?

```

1D: Problem & Implication Questions (10 Minutes)

```

"You've mentioned [summarize their concerns]. Help me understand — what happens if

nothing changes? If you keep doing exactly what you're doing today, where does that

leave you in 10 years?

[Let them answer — this is where the cost of inaction becomes real]

"And how is this affecting you today — not just financially, but emotionally? Are

you losing sleep? Avoiding conversations? Feeling uncertain?

[Acknowledge their feelings]

"I hear this a lot. The good news is that uncertainty is usually a function of not

having a clear plan. Once you have a plan that you understand and trust, the anxiety

tends to disappear — even if the plan includes some hard work."

```

1E: The Bridge to Recommendation (10 Minutes)

```

"Based on everything you've shared, here's what I'm hearing:

[Recap their situation, goals, and concerns in their own words]

"The gap between where you are and where you want to be is [specific gap]. The good

news is that this is absolutely addressable. I've worked with [number] [niche] clients

in situations very similar to yours, and the ones who [took specific action] saw

[specific outcome].

"I'd like to recommend our [Tier Name] engagement. Here's what that includes:

[list 4-6 specific services with frequency].

"The investment for this level of service is [specific fee]. Before you respond, let

me explain why this makes sense for your specific situation: [connect fee to their

stated goals and the cost of inaction].

"The question isn't whether you can afford this. The question is: can you afford NOT

to have this clarity in place? Based on what you've shared about [specific concern],

I believe the answer is no — but that's your decision, not mine."

```

The 67-Minute Framework

Minutes 0-5: Welcome & Credibility

```

"Good evening, and thank you for being here. My name is [Name], and I specialize in

helping [niche] navigate [specific transition]. I'm a [designations], and for the past

[X years], I've worked exclusively with [niche] to [specific outcome].

"Tonight is not a sales pitch. You will not be asked to buy anything. My goal is to

educate you on [specific topic] so that you can make better decisions — whether you

work with me, another advisor, or handle it yourself. Fair enough?"

```

Minutes 5-25: Educational Core

[Deliver 3 key concepts with data, stories, and visuals. No product mention.]

Minutes 25-40: Case Study / Story

```

"Let me tell you about a client — we'll call him David — who was in a situation

very similar to many of you. David was [age], had [assets], and was facing [problem].

He came to me because [trigger].

"What we discovered was [key insight]. The strategy we implemented was [specific

approach]. And 18 months later, David was [specific outcome].

"Now, David's results are not typical — every situation is different — but they

illustrate what's possible with the right plan."

```

Minutes 40-50: The Offer

```

"If what I've shared tonight resonates with you, I'd like to offer something specific.

I conduct 30-minute private consultations — no cost, no obligation — where I review

your specific situation and give you 2-3 actionable ideas you can implement immediately.

"I have [number] slots available this month. If you'd like to schedule one, please

complete the response card at your table and hand it to [assistant] before you leave.

If you're not interested, that's completely fine — enjoy the rest of your evening."

```

Minutes 50-60: Q&A

[Handle 3-5 questions. Keep answers educational, not salesy.]

Minutes 60-67: Close & Individual Scheduling

```

"Thank you all for your attention and your excellent questions. Please — if you

are interested in a consultation, complete your card now. [Assistant] will be at

the door to collect them. For everyone else, thank you for being here. Drive safely."

```

3A: The Natural Referral Ask (During Review)

```

"[Client Name], I'm glad to see your plan is on track. Before we wrap up, I have

a question: Who else in your life is facing [specific situation — retirement, business

sale, inheritance, etc.]? I have a few consultation slots open this month, and I'd

love to help someone you care about get the same clarity you now have."

```

3B: The Introduction Request (Email)

```

"Subject: A quick favor?

Hi [Client Name],

I hope the [specific progress — retirement plan, tax savings, etc.] we discussed

at our last meeting is giving you peace of mind.

I wanted to ask: do you know anyone else who is [facing specific situation]? I'm

looking to help [number] [niche] clients this quarter get clarity on [specific

outcome], and I'd welcome an introduction if you think someone would benefit.

No pressure whatsoever — just know that I appreciate your trust and would treat

anyone you send my way with the same care I give you.

Best,

[Your Name]"

```

4A: The Warm Introduction Call

```

"Hi [Prospect Name], this is [Your Name] from [Firm]. [Mutual connection] suggested

I reach out to you. [He/She] thought you might benefit from a conversation about

[specific topic — retirement income, tax strategy, etc.].

"I don't know if this is relevant to your situation or not, but I specialize in

helping [niche] with [specific problem]. Would it make sense to spend 15 minutes

on the phone so I can learn about your situation and share whether there's anything

I can help with?"

```

4B: The Cold Call (High-Net-Worth)

```

"Hi [Prospect Name], this is [Your Name]. I'm a [designation] with [Firm], and I

specialize in [specific niche]. I know I'm calling you out of the blue, so I'll

be brief.

"I recently helped a [niche] client in [city/area] [specific outcome — reduce taxes

by $X, retire 2 years early, etc.]. I don't know if you're facing similar questions,

but if you are, would you be open to a brief conversation? If not, I completely

understand and won't call again."

```

5A: The AUM Fee Presentation

```

"The investment for our comprehensive management is 1.0% annually on your first

$2 million, 0.85% on the next $3 million, and 0.65% above $5 million. Billed

quarterly, in arrears.

"Here's what that includes: [list 10-12 services]. When you break it down, you're

paying roughly 0.08% per service per year. For context, that's less than most

mutual fund expense ratios — and it includes the planning, not just the portfolio.

"Does that fee structure feel reasonable given what we've discussed today?"

```

5B: The Flat Fee Presentation

```

"For the comprehensive plan we've outlined, the one-time planning fee is $4,500.

This covers all analysis, modeling, document preparation, and the implementation

meeting. After Year 1, there's an annual update fee of $1,500.

"If you also want ongoing investment management, that's an additional 0.75% annually

on assets we manage. You can start with planning only and add management later —

there's no pressure to decide everything today."

```

6A: Post-Discovery Follow-Up

```

"Subject: Great meeting today, [Name] — next steps

Hi [Name],

Thank you for the open and honest conversation today. I enjoyed learning about

your [specific goal] and your concerns about [specific issue].

As promised, I've attached:

I recommend we meet again on [specific date suggestion] to review any questions

and, if you're ready, begin the engagement process.

In the meantime, if any questions come up, reply to this email or call me

directly at [phone].

Looking forward to continuing the conversation.

[Your Name]

[Title]

[Contact Info]"

```

6B: The Break-Up Email (Unresponsive Prospect)

```

"Subject: Should I close your file?

Hi [Name],

I haven't heard back from you since we spoke on [date], so I assume the timing

isn't right or you've decided to go in a different direction. Both are completely

fine — there's no pressure here.

I'm going to close your file for now, but if your situation changes and you'd

like to revisit the conversation, just reply to this email. I'll be here.

In the meantime, I've attached a [guide/checklist] on [topic] that you might

find useful regardless of whether we work together.

Wishing you the best,

[Your Name]"

```

7A: The Connection Request

```

"Hi [Name], I came across your profile and noticed your background in [industry/role].

I specialize in helping [niche] navigate [specific challenge] and thought it might

make sense to connect. No pitch — just expanding my professional network with people

doing interesting work."

```

7B: The Post-Connection Message

```

"Thanks for connecting, [Name]. I see you're [specific observation from profile].

I recently published a short guide on [topic relevant to them] — would you like

me to send it over? No strings attached; just thought it might be useful given

your background."

```

8A: The Initial Approach

```

"[CPA/Attorney Name], I've been following your firm's work with [client type], and

I'm impressed by [specific observation]. I specialize in helping [niche] navigate

the intersection of [tax planning / retirement distributions / estate coordination]

— specifically the [specific issue] that creates surprises for your clients.

"I'd like to send you a brief one-page guide I created on '[specific tax topic]'

that you might find useful for your [client type] clients. No ask — just a resource.

If you find it valuable, I'd welcome a 15-minute conversation about how we might

make each other's clients better off. If not, no pressure whatsoever."

```

8B: The CE Presentation Offer

```

"[CPA Name], I know your staff needs continuing education hours. I'd like to offer

a complimentary 30-minute lunch presentation on '[specific topic — e.g., Tax Traps

in Retirement Account Distributions].' I'll bring lunch, present for 30 minutes,

and handle all the paperwork for CE credit. No cost to your firm. Would [specific

day] work for your team?"

```

The ACKNOWLEDGE-CLARIFY-RESPOND-CLOSE Framework

For every objection, follow this 4-step structure:

Objection 1: "I need to think about it."

ACKNOWLEDGE:

"I completely understand. This is an important decision, and it makes sense to be thoughtful."

CLARIFY:

"Help me understand — is there a specific part of what we discussed that you want to think through? The fee, the strategy, the timeline, or something else?"

RESPOND (Fee):

"If it's the fee, let me show you exactly how we arrived at that number and what it includes. [Review value stack]. Given what we discussed about [cost of inaction], does the fee feel out of proportion?"

RESPOND (Strategy):

"If it's the strategy, let me clarify one thing. [Address specific concern]. Does that help, or is there another element that doesn't feel right?"

RESPOND (Timeline):

"If it's timing, I want to respect that. And I also want to flag that [specific time-sensitive issue — RMD deadline, tax year end, etc.]. Could we schedule a brief 15-minute call on [specific date] to address any final questions so you can decide with full information?"

CLOSE:

"Fair enough. Let's schedule a 15-minute follow-up on [date] specifically to address your questions about [identified topic]. I'll send a calendar invite now. Does [time] work?"

Objection 2: "Your fees are too high."

ACKNOWLEDGE:

"I appreciate you being direct. Fee transparency is important, and I'm glad you raised it."

CLARIFY:

"When you say the fees are too high, are you comparing them to another advisor, a robo-advisor, or your expectation of what financial advice should cost?"

RESPOND (vs. Robo):

"You're right that robo-advisors charge 0.25%. And for pure portfolio management, that's a fair comparison. But what we're discussing includes [list 8-10 services beyond portfolio management]. If you only need rebalancing, a robo-advisor might be perfect. If you need [specific services relevant to their situation], the comparison is different. What specific services matter most to you?"

RESPOND (vs. Another Advisor):

"If another advisor charges less, that's worth exploring. Can I ask what their fee includes? In my experience, lower fees often mean fewer services — no tax planning, no quarterly reviews, no behavioral coaching during volatility. Is that the trade-off you're considering?"

RESPOND (vs. Expectation):

"I understand. Let me reframe: our fee is 1.0% on $1 million — that's $10,000 per year, or $833 per month. For that, you receive [value stack]. Compare that to what you spend on [car payment, gym membership, golf club] — and this protects your entire financial life. Does that context change the feeling?"

CLOSE:

"Would it help if I put together a one-page comparison showing exactly what you get at our fee level versus [their comparison point]? I can have that to you by tomorrow at 5 PM."

Objection 3: "I want to compare with my current advisor."

ACKNOWLEDGE:

"That's smart. Any good decision deserves comparison. What would be most helpful for you to compare?"

CLARIFY:

"Are you looking to replace your current advisor, add a second opinion, or just validate that your current plan is solid?"

RESPOND (Replace):

"If you're considering a change, I'd like to understand what's prompting that. Is it performance, service, communication, or a specific concern? [Listen]. That makes sense. Would it be helpful if I provided a written comparison of how we handle [their specific concern] versus what you're experiencing now?"

RESPOND (Second Opinion):

"A second opinion can be valuable. Many of our clients came to us for exactly that. Here's how it works: we do a full review, give you our assessment, and you decide whether to stay with your current advisor, work with us, or split services. No pressure either way. Does that feel like a good use of time?"

RESPOND (Validate):

"If the goal is validation, I want to be transparent: I'm not going to tell you to leave a good advisor. If your current plan is solid, I'll tell you that. My job is to give you clarity, not to sell you a change. Fair enough?"

CLOSE:

"Let's schedule the review. I'll need [list of documents]. We'll meet for 60 minutes, and you'll leave with a clear assessment — whether that leads to working with me or staying where you are. Does [date] work?"

Objection 4: "I need to talk to my spouse."

ACKNOWLEDGE:

"Absolutely. Major financial decisions should be joint decisions. I'm glad you want to include [spouse name]."

CLARIFY:

"Would it be helpful if we scheduled a joint meeting so [spouse name] can hear everything firsthand and ask questions directly? In my experience, spouses who attend the meeting feel more confident than spouses who hear a summary secondhand."

RESPOND:

"I insist on joint meetings for exactly this reason. Here's what I'll do: I'll send both of you a short pre-meeting video explaining how I work, and then we'll meet together. That way, [spouse name] gets the full picture, not just your recollection. When is [he/she] available?"

CLOSE:

"Let's find a time that works for both of you. I have [day/time] and [day/time] available this week. Which works better?"

Objection 5: "I can do this myself."

ACKNOWLEDGE:

"You absolutely can. You're clearly intelligent and capable — that's not in question."

CLARIFY:

"Help me understand: are you enjoying managing your finances, or is it something you tolerate because you haven't found an alternative you trust?"

RESPOND (Enjoying it):

"If you enjoy it and have the time, that might be the right path. And let me ask: are there specific areas where you wish you had more expertise — tax strategy, estate coordination, or behavioral discipline during market stress? Many DIY investors handle 80% well but miss the 20% that costs them significantly."

RESPOND (Tolerating it):

"That's what I hear most often. 'I can do it myself' usually means 'I don't trust anyone else to do it better.' Which is fair. What if we started with a limited scope — just the [specific area — tax optimization, Social Security, etc.] — so you could evaluate whether the expertise justifies the fee before committing to full management?"

CLOSE:

"Would a 30-minute 'second opinion' conversation be worthwhile? I'll review your current approach and tell you whether you're on track or missing anything significant. If you're doing everything right, you'll have validation. If there's a gap, you'll know. No obligation either way."

Objection 6: "The market is too volatile right now."

ACKNOWLEDGE:

"I understand. Volatility creates uncertainty, and it's natural to want to wait for 'calmer' times."

CLARIFY:

"When you say 'too volatile,' are you concerned about investing new money, or about the overall timing of making a change?"

RESPOND (New money):

"That's a valid concern. Here's what the data shows: timing the market is nearly impossible. The investors who do best are the ones who have a plan and stick to it regardless of volatility. In fact, some of the best entry points in history were during volatile periods. Would it help if I showed you our volatility management strategy — how we adjust allocations during stress rather than freeze?"

RESPOND (Overall timing):

"If the concern is about making changes during volatility, I want to clarify: our first step isn't to move money. It's to build a plan. The plan can sit on paper for 30, 60, or 90 days until you're comfortable. But having the plan ready means you can execute when YOU decide the timing is right, not when the market forces your hand. Does that feel more manageable?"

CLOSE:

"Let's start with the plan only — no account transfers, no investment changes. Just clarity. When the plan is complete, you decide when to implement. Does that remove the timing pressure?"

Objection 7: "I don't have enough assets to work with you."

ACKNOWLEDGE:

"Thank you for being candid. I appreciate that."

CLARIFY:

"What asset level are you at currently? And is the concern about our minimums, or about whether you'd get value at your current stage?"

RESPOND:

"Our minimum is [specific number], but that's not because we don't want to help. It's because below that level, the fee structure doesn't make economic sense for the client. However, we do have [alternative — hourly consulting, group workshop, referral to trusted advisor with lower minimum]. Would one of those be a better fit for where you are now?"

CLOSE:

"Let me connect you with [alternative resource]. And when your situation crosses our minimum in the future, I'd welcome a conversation. Here's my card — keep it."

Objection 8: "I'm already working with an advisor."

ACKNOWLEDGE:

"That's good. Having an advisor is a smart move. Can I ask what you appreciate most about working with them?"

CLARIFY:

"Are you completely satisfied, or are there areas where you wish things were different?"

RESPOND (Completely satisfied):

"That's wonderful. A great advisor relationship is invaluable. If you're ever looking for a second opinion or if your situation outgrows their expertise, I'd welcome a conversation. In the meantime, I'll send you our newsletter — no obligation, just value."

RESPOND (Somewhat dissatisfied):

"I hear that a lot. 'Things are fine' often means 'not bad enough to change.' What would have to happen for you to consider a change? [Listen]. That's useful to know. Would a no-obligation second opinion be worthwhile — just to see if there's a gap between what you have and what you could have?"

CLOSE:

"I'll send you our guide on [topic]. If anything changes, you know where to find me. And if you have a colleague who isn't as satisfied with their advisor, I'd welcome an introduction."

Objection 9: "I want to see track record / performance history."

ACKNOWLEDGE:

"I understand. You want evidence that we can deliver. That's reasonable."

CLARIFY:

"When you say 'track record,' are you looking for portfolio performance, client satisfaction data, or examples of clients in situations similar to yours?"

RESPOND (Performance):

"I need to be careful here. SEC and FINRA regulations prohibit me from advertising specific performance results unless they're presented with extensive context — benchmarks, time periods, fee deductions, and disclaimers. What I can share is our investment philosophy, our rebalancing discipline, and anonymized case studies. Would that be helpful?"

RESPOND (Satisfaction):

"I can share our client satisfaction metrics. Our Net Promoter Score is [X], our retention rate is [Y]%, and [Z]% of clients have referred at least one person. I can also provide [number] client references — with their permission — who are in situations similar to yours. Would you like me to arrange that?"

CLOSE:

"Let's schedule a follow-up where I can share the appropriate documentation. I'll prepare [specific materials]. Does [date] work?"

Objection 10: "How do I know I can trust you?"

ACKNOWLEDGE:

"That's the most important question you can ask. Trust is everything in this relationship."

CLARIFY:

"What would need to be true for you to feel confident moving forward?"

RESPOND:

"Trust is built, not claimed. Here's how I approach it: First, everything I say today, I'll put in writing. Second, I'll provide our Form ADV — the SEC-mandated disclosure document that includes our fee structure, conflicts of interest, and disciplinary history. Third, I'll give you [number] client references you can call directly. Fourth, our engagement letter has a 30-day cancellation clause — if you're not satisfied, you can leave with no penalty. What else would help?"

CLOSE:

"Take the information I've provided. Review it. Call the references. Sleep on it. There's no deadline from my side — but I do recommend we schedule a follow-up within a week so your questions stay fresh. Does that feel fair?"

Objection 11: "I've had a bad experience with an advisor before."

ACKNOWLEDGE:

"I'm sorry to hear that. A bad experience with a financial advisor can be deeply frustrating — and sometimes costly. Your caution is completely warranted."

CLARIFY:

"Can I ask what went wrong? Was it poor performance, high fees, lack of communication, pushy sales tactics, or something else?"

RESPOND:

"That's exactly the kind of experience that makes people wary. Here's what I want you to know: [address specific issue]. For example, if it was [communication], we schedule all reviews in advance and confirm 48 hours before. If it was [fees], our fees are fixed and disclosed in writing before you sign. If it was [performance], we focus on what we can control — asset allocation, tax efficiency, and behavior — not market prediction. What specific safeguard would make you feel comfortable?"

CLOSE:

"Would it help to start with a very limited engagement — perhaps just the comprehensive plan — so you can evaluate how we work before committing to ongoing management? That way, your risk is $[planning fee], not $[annual management fee]."

Objection 12: "I'm not ready to make a decision today."

ACKNOWLEDGE:

"Of course. I never expect same-day decisions. This is too important to rush."

CLARIFY:

"Is there information you need that I haven't provided, or is it more about having time to process?"

RESPOND (Need information):

"Tell me what you need, and I'll get it to you by [specific time]. Whether that's [specific document, reference calls, research on a specific topic] — just name it."

RESPOND (Need time):

"Completely understood. Here's what I recommend: take 48 hours. Review the proposal. Discuss it with [spouse/advisor/mentor]. Then let's schedule a 20-minute call on [specific date] to answer any questions that came up. I'll send a calendar hold now — you can move it if needed. How does that sound?"

CLOSE:

"I'll send the proposal, the ADV, and [specific resource] by 5 PM today. And I'll call you on [date] at [time] unless I hear from you first. Fair?"

Objection 13: "I want to wait until [specific event — bonus, sale, retirement, etc.]."

ACKNOWLEDGE:

"That makes sense. [Event] is a logical trigger for getting organized."

CLARIFY:

"Help me understand: is the timing about having the liquidity to pay fees, or about feeling like the planning is more relevant once [event] happens?"

RESPOND (Liquidity):

"If it's about liquidity, I want you to know that our planning fee can be paid in [installments/deducted from first account transfer]. You don't need to write a check today. Would that remove the barrier?"

RESPOND (Relevance):

"If it's about relevance, I want to flag something: the best time to plan is BEFORE [event], not after. If we start now, we can structure things so that when [event] happens, you're ready to execute immediately. If we wait, we lose [specific time-sensitive opportunity — tax year, Roth conversion window, etc.]. What if we started the planning process now with the understanding that implementation happens after [event]?"

CLOSE:

"Let's do this: I'll prepare a pre-[event] checklist and a post-[event] action plan. We'll meet now to discuss the pre-work, and then reconvene 30 days after [event] to implement. That way, nothing is lost to timing. Does that work?"

Objection 14: "Your minimums are too high."

ACKNOWLEDGE:

"I understand. Minimums can feel exclusionary, and I want to explain why we have them."

CLARIFY:

"Is the issue the absolute dollar amount, or the feeling that you wouldn't get value at your current asset level?"

RESPOND:

"Our minimum of $[amount] exists because below that level, our fee structure doesn't deliver enough value to justify the cost. It's not about excluding people — it's about being honest about economics. However, we do offer [alternative: hourly consulting at $400/hour, group workshop for $500, referral to trusted advisor with lower minimums]. Would one of those be a better fit?"

CLOSE:

"Let me connect you with [alternative resource]. I want you to get help, even if it's not from me right now. And when your assets grow, my door is open."

Objection 15: "I'm too busy to deal with this right now."

ACKNOWLEDGE:

"I get it. You're successful precisely because you're busy. And busy people often postpone financial planning because it feels like one more project."

CLARIFY:

"If we could handle 90% of the heavy lifting for you — document collection, analysis, meeting scheduling — would that change the feasibility? Or is it more about mental bandwidth?"

RESPOND:

"Here's what I tell my busiest clients: the time investment is front-loaded. Our onboarding takes [X hours total], spread across [Y meetings]. After that, your time commitment is [Z hours per quarter]. Compare that to the time you currently spend worrying about [specific financial concern] or managing [specific task]. In most cases, planning saves time, not costs time."

CLOSE:

"Let's start with one 45-minute meeting. I'll bring everything we need. You just show up and answer questions. If after that meeting you feel it's too time-consuming, we'll pause. But I think you'll find it's less work than you expect. Does [date] work?"

Objection 16: "I don't understand what you're proposing."

ACKNOWLEDGE:

"That's on me, not you. If it's not clear, I haven't explained it well enough."

CLARIFY:

"Which part feels unclear — the strategy, the fees, the process, or the expected outcome?"

RESPOND:

"Let me simplify. [Use 3-sentence maximum explanation]. Does that make sense, or should I explain it differently? [Wait]. Great. Now let me show you the visual. [Use eMoney/MoneyGuidePro]. Seeing it usually makes it click."

CLOSE:

"I'll also send you a one-page summary tonight that outlines everything in plain English. Read it, and if anything is still unclear, call me. My job is to make this simple, not to impress you with complexity. Fair enough?"

Objection 17: "I've seen ads for [competitor/robo-advisor] that charge less."

ACKNOWLEDGE:

"You're right. There are lower-cost options available, and for some people, they're the right choice."

CLARIFY:

"What attracted you to [competitor]? Was it the price, the technology, or something else?"

RESPOND:

"[Competitor] is a good solution for [specific narrow use case — pure portfolio management, basic rebalancing, etc.]. Where we differ is [specific differentiators relevant to their situation — tax planning, behavioral coaching, estate coordination, etc.]. If those services don't matter to you, [competitor] might be perfect. But based on what you've shared about [their specific concerns], I believe you'd outgrow [competitor] within [timeframe]. What do you think?"

CLOSE:

"Why don't we do this: I'll prepare a side-by-side comparison of our services versus [competitor] specifically for your situation. You can evaluate whether the difference matters to you. No charge for the comparison. Would that be helpful?"

Objection 18: "I need to run this by my CPA/attorney."

ACKNOWLEDGE:

"Excellent. I encourage that. Your CPA and attorney are part of your advisory team, and their input is valuable."

CLARIFY:

"Would it be helpful if I spoke directly with your CPA/attorney? I often coordinate with clients' other advisors to make sure everyone is aligned. It usually takes 10 minutes and prevents miscommunication."

RESPOND:

"I can also prepare a one-page summary specifically for your CPA/attorney that outlines our recommendations and the tax/legal implications. That way, they have everything in writing and can respond quickly. Would that speed up the process?"

CLOSE:

"Let's schedule our next meeting for [date], and in the meantime, I'll send the summary to you and your CPA/attorney. If they have questions, they can call me directly. Does that work?"

Objection 19: "What if the market crashes right after I hire you?"

ACKNOWLEDGE:

"That's a very real fear, and it's one of the reasons people hesitate to make changes. Let me address it directly."

CLARIFY:

"Are you worried about the timing of the transfer, or about how we manage portfolios during downturns?"

RESPOND:

"If it's about timing: we don't move everything on Day 1. We implement in phases over [timeframe], which reduces timing risk. If it's about downturn management: our investment policy includes [specific strategy — rebalancing rules, cash reserves, defensive allocation triggers]. During the [last major downturn], our clients [specific outcome — stayed invested, rebalanced into weakness, harvested tax losses]. The plan is built for volatility, not just for bull markets."

CLOSE:

"Let me show you our 'Stress Test' report — what your portfolio would have looked like during [2008, 2020, 2022]. That usually addresses the timing concern head-on. Should I include that in the proposal?"

Objection 20: "I'm not sure your strategy fits my risk tolerance."

ACKNOWLEDGE:

"Risk alignment is non-negotiable. If the strategy doesn't match your comfort level, we don't proceed."

CLARIFY:

"What part of the strategy feels too risky — the equity allocation, the alternative investments, or something specific?"

RESPOND:

"Let's use Riskalyze to quantify this objectively. [Run Risk Number analysis]. Your Risk Number is [X], and the portfolio I proposed has a Risk Number of [Y]. If Y > X, we need to adjust. Let me show you three variations: one at your exact Risk Number, one slightly below, and one slightly above. You choose. This isn't about my preference — it's about your comfort."

CLOSE:

"I'll prepare three portfolio options at different risk levels. You pick the one that lets you sleep at night. Does that remove the concern?"

Objection 21: "I need to look at my calendar before committing to the next meeting."

ACKNOWLEDGE:

"Of course. I don't want to pressure you into a time that doesn't work."

CLARIFY:

"Would it help if I sent you a few options, and you just reply with the one that works?"

RESPOND:

"Here are three times I have available this week: [Option A], [Option B], [Option C]. Just reply with the letter — A, B, or C — and I'll send the calendar hold. If none work, suggest a time and I'll make it happen."

CLOSE:

"I'll send the options in a follow-up email right now. Reply whenever you're ready — no rush, but sooner is better so we keep momentum."

Objection 22: "Can you guarantee results?"

ACKNOWLEDGE:

"I appreciate the directness. I wish I could guarantee results — but anyone who does is either lying or breaking the law."

CLARIFY:

"What I CAN guarantee is our process, our discipline, and our fiduciary obligation to act in your best interest. Here's what that looks like in writing: [list 5-6 specific commitments]."

RESPOND:

"What I can also show you is our track record of [specific process metric — rebalancing discipline, tax-loss harvesting execution, client retention rate, review meeting consistency]. Results depend on markets, which we don't control. Process depends on us, which we do. Would you like to see our process metrics?"

CLOSE:

"I'll include our Process Commitment document in the proposal. It outlines exactly what we guarantee and what we don't. Read it carefully. If it doesn't meet your standard, tell me and we'll adjust."

Objection 23: "Why should I choose you over [named competitor]?"

ACKNOWLEDGE:

"[Competitor] is a respected firm, and [specific positive attribute — they've been around a long time, they have a strong brand, etc.]. I'm not going to badmouth them."

CLARIFY:

"What are you looking for that [competitor] isn't providing? There might be a fit issue, not just a 'better vs. worse' issue."

RESPOND:

"Here's the difference as I see it: [Competitor] is a [generalist/large firm/transactional] practice. I specialize in [niche] and [specific outcome]. If you want [what competitor offers], they're probably a great fit. If you want [what you offer], I might be. The question is: what matters more to you — [competitor's strength] or [your strength]?"

CLOSE:

"Why don't we do a 'test drive'? One planning engagement. If you prefer [competitor] after experiencing our approach, no hard feelings. But I think you'll see the difference in the depth of analysis. Are you open to that?"

Objection 24: "This feels like too much change at once."

ACKNOWLEDGE:

"I understand. Change is uncomfortable, even when it's positive."

CLARIFY:

"Would it help if we phased the implementation? We could start with just [one small step] and add the rest over [timeframe]."

RESPOND:

"Here's what I recommend: Month 1, we build the plan. Month 2, we implement [one element]. Month 3, we add [second element]. By Month 6, everything is in place — but you never feel overwhelmed because each step is manageable. Does that feel more doable?"

CLOSE:

"I'll build the phased implementation timeline into the proposal. You review it, and if any phase feels like too much, we stretch it out. You're in control of the pace. Does that work?"

Objection 25: "Send me information and I'll get back to you."

ACKNOWLEDGE:

"I'd be happy to send information. And I want to be honest — most people who say 'send me information' never respond. Not because they're uninterested, but because life gets in the way."

CLARIFY:

"What specific information would be most helpful? And can we schedule a brief follow-up call so I can answer questions after you've reviewed it?"

RESPOND:

"I'll send [specific materials] by [specific time]. And I'll call you on [specific date] at [specific time] to see if you have questions. If you're not interested at that point, just say so — no pressure, no guilt. But if I don't schedule the follow-up now, we'll both get busy and this will fall through the cracks. Does [date and time] work for the follow-up?"

CLOSE:

"Great. Watch for the email by [time], and I'll call you [date/time]. If anything changes before then, just text me."

Objection 26: "I want to think about it over the weekend."

ACKNOWLEDGE:

"A weekend to think is reasonable. And I want to make sure you have everything you need to make a good decision."

CLARIFY:

"What specific question do you want to think through? I want to make sure I send you the right information to address it."

RESPOND:

"I'll send a one-page summary and [specific resource] by 5 PM today. Read it over the weekend. And let's schedule a 15-minute call for Monday at [time] to answer any questions that come up. That way, you're not deciding in isolation — you have access to clarification. Does Monday at [time] work?"

CLOSE:

"Perfect. Email coming today. Call Monday. And if you decide yes before then, just call or email — we can get started immediately."

Objection 27: "I'm concerned about the economy / inflation / interest rates."

ACKNOWLEDGE:

"Those are real concerns affecting everyone right now. Your caution is warranted."

CLARIFY:

"Is your concern about the near-term economic environment, or about whether our long-term strategy accounts for these conditions?"

RESPOND:

"If it's near-term: no one can predict the economy — not me, not the Fed, not CNBC. What we CAN do is build a plan that works across multiple economic scenarios. Our stress-testing includes [high inflation, rising rates, recession, stagflation]. If it's long-term: the strategy we discussed is specifically designed to [hedge inflation, benefit from rising rates, etc.]. Let me show you the scenario analysis."

CLOSE:

"I'll include the economic stress-test in the proposal. Review it over the weekend, and let's discuss whether the plan holds up under your specific concerns. Does that help?"

Objection 28: "I need to pray about it / consult my faith community."

ACKNOWLEDGE:

"I respect that completely. Major decisions deserve reflection and spiritual discernment."

CLARIFY:

"Would it be helpful if I provided a written summary that you could share with your [pastor/spiritual advisor] for their input?"

RESPOND:

"I'll prepare a one-page ethical summary of our approach — our fee structure, our fiduciary commitment, and our investment screening criteria [if applicable]. Many faith leaders appreciate having something concrete to review. I'll send it by [time]."

CLOSE:

"Let's schedule a follow-up for [date] after you've had time to reflect. No pressure — just a conversation about whether this feels right. Does [date] work?"

Objection 29: "My [family member] handles my finances."

ACKNOWLEDGE:

"Family involvement in financial decisions is a good thing. I work with many clients where a [spouse/child/sibling] plays an important role."

CLARIFY:

"Would it make sense to include [family member] in our next conversation? I'd welcome their perspective, and it ensures everyone is aligned."

RESPOND:

"Even if [family member] is the primary decision-maker, you should both understand the plan. I've seen too many situations where the person who 'handles finances' passes away or becomes incapacitated, and the surviving family member has no idea what's happening. Let's make sure everyone has clarity."

CLOSE:

"I'll send the proposal to both of you. Let's schedule a joint call — [suggest 2-3 times]. When is [family member] available?"

Objection 30: "I'm moving soon / might relocate."

ACKNOWLEDGE:

"A move is a big transition, and it makes sense to pause big financial decisions around it."

CLARIFY:

"Is the move definite and within [timeframe], or is it more of a possibility you're exploring?"

RESPOND (Definite move):

"If you're moving within [timeframe], we have two options: (1) wait until after the move to begin, or (2) build the plan now and implement post-move. Building now gives us time to do the analysis without the stress of moving. Implementing later means you hit the ground running in your new location. Which feels better?"

RESPOND (Possible move):

"If it's a possibility, here's what I recommend: let's do the planning work now. The plan is portable — it travels with you regardless of where you live. And if you do move, I can help you find a qualified advisor in your new area, or we can continue working remotely. Many of my clients are virtual. Does that address the concern?"

CLOSE:

"Let's start with the plan only — no account changes until after your move is settled. That way, you're prepared but not locked in. Sound reasonable?"

10A: The Quarterly Business Review Opening

```

"[Client Name], welcome to your Q[X] review. Before we dive into numbers, I want

to celebrate something: since our last meeting, [specific positive development —

goal achieved, milestone reached, tax savings realized]. That's real progress.

"Today's agenda has four parts: (1) Portfolio performance and any changes we made,

(2) Progress toward your stated goals, (3) Any life changes we should account for,

and (4) What's coming in the next quarter that we should prepare for. Any questions

before we start?"

```

10B: The Referral Ask During Review

```

"[Client Name], I'm glad to see everything is on track. I have one final question:

who else in your life is facing [specific situation — retirement in next 5 years,

business sale, inheritance, etc.]? I have [number] consultation slots open this

quarter, and I'd welcome the opportunity to help someone you care about get the

same clarity you have."

```

11A: The Client Introduction Request

```

"[Client Name], you've mentioned [Name] before as someone who's also dealing with

[specific situation]. Would you be comfortable making an introduction? I don't expect

you to sell them on me — just connect us. I'll take it from there, and if it's not

a fit, no hard feelings. And of course, I'll treat any conversation with the same

confidentiality I give you."

```

11B: The COI Introduction Request

```

"[CPA/Attorney Name], I know you work with clients facing [specific situation]. If

you ever encounter someone who would benefit from a conversation about [specific

topic], I'd welcome an introduction. I don't compete with you — I complement your

work. And I'll report back on the outcome so you know your client was well served."

```

12A: The 47-Day Nurture Sequence (Email)

Day 0: Welcome + value video

Day 2: Educational article on their stated concern

Day 5: Client win story (SEC-compliant)

Day 8: Second educational piece

Day 12: Soft invitation to schedule

Day 16: LinkedIn connection + value message

Day 21: Third educational piece

Day 28: Direct question email

Day 35: Comprehensive guide

Day 42: Phone call attempt

Day 47: Break-up email

12B: The Post-Proposal Follow-Up

Hour 2: Email with proposal and ADV

Day 1: Text checking receipt

Day 2: Email with FAQ addressing common questions

Day 4: Phone call to answer questions

Day 7: Email with additional resource (article, case study)

Day 10: Phone call — "What questions came up?"

Day 14: Final email — "Ready when you are"

Day 21: Break-up or pivot email

All scripts must be reviewed by your broker-dealer or RIA compliance department before use. Modify language to align with your firm's specific policies, disclosure requirements, and regulatory obligations. Testimonials referenced in scripts must comply with SEC Marketing Rule. Performance references require appropriate disclaimers. Always document client conversations in your CRM within 24 hours.

Clozo Academy Proprietary Curriculum — The Financial Advisor Growth System — Premium Edition

Script Library v4.05 | SEC/FINRA Compliance-Reviewed | 30 Objection Responses Included