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The days of talking at prospects for 45 minutes and hoping they’ll beg to work with you are over.

Today’s top-performing advisors let the right questions do the closing—and they walk out of the first meeting with a locked-in second call (or a “no thanks” that frees up their calendar).

In this episode, Chris Smith breaks down the four-part sales call and the “micro-commitment” questions that quietly move people from curious to committed—without ever feeling salesy.

Pulled straight from a live Advisor Edge session, you’ll discover:

• The single purpose of a discovery meeting (hint: it’s not “educate the client”)
• The 2-sentence frame that melts buyer resistance in under 30 seconds
• Three “Is staying the same an option?”-style prompts that spark action on the spot
• Why discovery—not your dazzling pitch deck—actually makes the sale
• Real-world role-plays you can swipe word-for-word on your next Zoom call

Timestamps

00:00 Cold open & episode set-up
02:05 Why most advisors talk themselves out of a sale
06:20 The 4 parts of every sales conversation
10:45 Live role-play: framing & the first micro-commitment
15:30 “Is staying the same an option for you?”—breaking status-quo bias
22:00 Flipping one-call closes into two-call wins (without losing momentum)
27:40 Q&A: applying the framework to different business models
30:55 Key takeaways & next steps

Free resources

• Take the next step & book a no-cost PSBLTY session
• Join us LIVE next time on the Advisor Edge

If this conversation helped you book more second meetings, drop a quick ⭐️⭐️⭐️⭐️⭐️ rating— it’s the fastest way to help other planning-first advisors find the show.

Until next time, keep asking questions that close!

Send us a text

The industry doesn’t need more advisors handing out generic advice—it needs leaders who communicate with language that transforms.

In this episode, Chris Smith shares the simple seven-word framework he’s used to help RIAs and wealth-management firms move up-market, win higher-value clients, and stop being the “best-kept secret.”

Pulled straight from a live Advisor Edge training, you’ll learn:

• Why leadership + language are the only real tools you control
• How to escape the commodity trap and become pre-eminent in your niche
• The 7-word “Who / What / How” exercise that makes prospects lean in
• Real-time coaching examples you can model today

Timestamps

00:00 Intro & episode set-up
02:10 Chris’s journey from advisor to coach
06:15 Leadership vs. Advice—the difference that differentiates
10:30 The “best-kept secret” problem
14:45 Walk-through: crafting your seven-word differentiator
20:40 Live coaching hot seat (mortgage-broker example)
23:30 Key takeaways & next steps

Free resources

• Unlock the Clarity Code self-assessment tool
• Join us LIVE next time on the Advisor Edge

If this episode helped you sharpen your message, leave a quick ⭐️⭐️⭐️⭐️⭐️ rating—it’s the fastest way to help other planning-first advisors find the show. Until next time, keep building brands that stand out.