BE THE BUYER, NOT THE SELLER
Initial Discovery Conversation Guide — Confidential | For Agent Use Only
Initial Discovery Conversation Guide — Confidential | For Agent Use Only
"Thanks for your time today. I want to be upfront with you — what we do isn't for everyone, and that's perfectly okay. My job isn't to convince you of anything.
"What I do is work with people I know I can genuinely help. So our goal today is simple: I'll ask you a few questions, you answer honestly, and we'll both know pretty quickly if this is a good fit. Fair enough?"
Let them talk. Pain creates urgency. Don't rush to solve — let them feel it first.
Quick inventory — no judgment, just facts. This guides whether they need a plan, protection, or both.
Only go here if the conversation is flowing naturally. Never force it. Let curiosity be the door opener.
"Based on what you've shared, I think there could be a real fit here — but I only move forward with people who are serious about making a change. Does that sound like you?"
"Honestly, based on what I'm hearing, I'm not sure the timing is right. We work best with people who are ready to take control of their finances. Am I reading this wrong?"
"I appreciate your honesty. This isn't for everyone, and I'd rather us both know now than waste each other's time. No hard feelings at all."
Only close when they've shown genuine interest. A forced close kills trust.
"Great. The next step is a [Financial Needs Analysis / Business Overview] — it's complimentary and takes about 45 minutes. I've got [Day] at [Time] or [Day] at [Time] available. Which works better for you?"