Financial Advisor First Meeting Script Example

Your first meeting with a prospective client can set the tone for your relationship moving forward. It’s important to make a good impression and ask the right questions so you understand the prospect’s needs, concerns and goals. Developing a financial advisor first meeting script can ensure that the conversation stays on track and flows smoothly.

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Financial Advisor First Meeting Script Examples

If you’re not sure what to say when meeting with a prospective client for the first time, the following scripts can help. We’ve created a few sample scripts to fit different situations.

Script #1: Prospects Who Have Never Worked With an Advisor

When you’re meeting with a prospect who’s never worked with an advisor before, it’s helpful to address any anxiety they might be feeling right away. You want them to feel comfortable from the start, otherwise you may have a tough time getting them to open up about their finances.

Here’s how that initial conversation could start:

“Thanks for taking the time to sit down and chat with me today. I want you to know that it’s okay to feel a little nervous about meeting with an advisor for the first time, that’s understandable.

It’s important for you to feel at ease, so here’s what you can expect during our time together. We’ll talk about what your financial goals are and any concerns you might have, and I’ll answer any questions you’d like to ask.

Once I’ve gotten to know you a little better, I’ll briefly walk you through what we do here and how we might be able to help you. How does that sound?”

This script gives them an overview of what’s about to happen. It also allows them an opportunity to ask any initial questions they might have about the first meeting structure before you get started.

Script #2: Prospects Who Have Been Referred to You

Referrals are one of the most powerful lead-generation tools advisors have. The following script allows you to make an instant connection by mentioning the client or colleague who referred the prospect to your firm:

“Thanks for taking the time to chat today, I understand that you were referred to our firm by XYZ. I’m not sure how much they’ve shared with you about what we do here, but I hope you’ll leave the meeting today with a better understanding of how we serve our clients.

For this first meeting, I’d like to hear from you what your financial goals are and discuss any challenges or concerns you might have. I’m happy to answer any questions you might have along the way.

We’ll also discuss what our firm does and some of the services we offer to clients like yourself. After that, we can talk about the next steps. How does that sound to you?”

The overall format following the introduction is similar to the first example. Again, the goal is to make prospective clients feel comfortable discussing their finances with you.

Script #3: Prospects Who Are Changing Advisors

A prospect who’s thinking of changing advisors is looking for something they’re not currently getting. During the first meeting, it’s your task to figure out what that is and how your firm can provide it. Here’s how it could be done:

“Thanks for meeting with me today, I know your time is valuable. I understand that you’re considering moving on from your current advisor.

What I’d like to do today is talk a little about your financial situation and goals to get a sense of what type of planning gaps might need to be filled. I know changing advisors is a weighty decision and I want you to be fully confident in your choice should you decide to work with our firm.

Feel free to ask questions at any point during the conversation and I’ll answer them to the best of my ability. We can also discuss your expectations and next steps. How does that sound?”

This script acknowledges that the prospect is ready to make a change. You get the elephant in the room out of the way up front so you can move into a more meaningful discussion of what they need.

Questions to Ask During a First Meeting

Your first meeting with a prospective client can go more smoothly when you have a script of questions to ask.

Great financial advisors always know what questions to ask when meeting with prospects to get them talking. If you need ideas for how to get the conversation moving, here are some questions you might include in your script.

What’s your biggest financial concern right now?
Aside from your financial plan, do you have any other concerns or challenges?
Where do you see yourself in five years? 10 years? 20 years?
Why did you decide that it was time to reach out to an advisor?
What are your top three most important financial goals, both short term and long term?
What do you hope to get out of this meeting today?
What are you looking for in an advisor or what expectations do you have?

Asking open-ended questions encourages clients to talk, and their answers can help you figure out which questions to ask next. While there may be some yes or no questions you need to ask throughout the meeting, they may not be as illuminating when trying to determine what a client needs.

Robert Gilliland, managing director and senior wealth advisor at Concenture Wealth Management in Houston, told SmartAsset that the first meeting with a prospect includes a brief introduction of his firm before quickly shifting to that person’s financial situation and needs.

“Our whole goal (in the first meeting) is to gather enough information to develop a high-level holistic plan. We want to find out what their three most important financial goals are, and how they feel about their probabilities of success and what keeps them up at night,” Gilliland told SmartAsset.

How to Build Your Own Script

A well-crafted script for a first client meeting provides structure while allowing room for personalization. Use these steps to create a tailored approach that fosters trust and effective communication:

Start with a warm introduction: Greet the client warmly and thank them for their time. Briefly outline what they can expect during the meeting to make them feel comfortable and at ease.
Focus on client goals and concerns: Ask open-ended questions about their financial aspirations, challenges, and priorities. This helps you gain insight into their unique circumstances and align the conversation with their needs.
Gather detailed financial information: Discuss key aspects of their financial situation, such as income, expenses, savings, investments, and debts. Let the client set the pace to avoid overwhelming them.
Explain your services clearly: Share how your services align with their goals. Use simple language to describe your approach and avoid overloading the conversation with technical jargon.
Invite questions to build trust: Encourage the client to ask about your qualifications, methods, or anything else they want to clarify. Transparency fosters a stronger connection.
Personalize your approach: Adapt your tone and responses based on the client’s personality and circumstances. Active listening and genuine engagement enhance the overall experience.

Frequently Asked Questions (FAQs)

What Is a First Client Meeting?

The first client meeting is essentially an introductory meeting that’s designed to help you and the prospect decide if you’re a good fit for one another. If a first meeting is successful, it may be followed by a second and third meeting before the prospect is ready to commit to becoming your client.

Why Is the First Meeting With a Prospective Client Important?

Your first meeting with a prospect can influence whether they eventually become your client or not. What you say in this meeting, the tone of your voice and your appearance can all have an impact on a prospect’s decision-making process. For those reasons, it’s important to make a solid impression from start to finish when meeting with a prospective client for the first time.

How Long Should a First Meeting With a Prospective Client Last?

There’s no set rule for deciding how long a first meeting with a prospect should last. Typically, advisors may set aside 30 to 60 minutes to sit down with a prospective client initially. That’s enough time to cover the most important points in your first meeting script without losing the prospect’s attention. If the meeting is a success, you can schedule a longer follow-up meeting to discuss their financial situation in more detail.

What Are the Benefits of Using a First Meeting Script?

Taking a scripted approach to first meetings ensures that you hit the most important talking points. You want prospective clients to leave the first meeting ready to schedule a second, or better yet, ready to begin working with you on their financial plan. A first meeting script is not meant to be a rigid framework from which you cannot deviate. Instead, it’s meant to be a template that you can adapt to prospective clients’ individual needs and situations.

Bottom Line

Advisors compare notes for their financial advisor first meeting scripts.

Scripts and templates can simplify some of the work you do as an advisor. Having a first meeting script means there’s no guessing which topics you plan to cover. As these examples illustrate, you can modify your script based on the type of prospect you’re meeting with.

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Once you’ve made first contact with a prospect, you can use a second follow-up script to stay in touch by phone or email. For example, your script might look something like this. “This is [your name] just checking in to see if you had any other questions following our meeting on [xx date]. It was great chatting with you, and I’d love to block off some time on my calendar for a second meeting so we can dig into your financial plan in more detail.”

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