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!

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.