Tap a question to open it. Acknowledge briefly, give NO specifics, pivot to a discovery question. Never answer what they asked. Moral Authority frame is the fallback if they keep pushing.
"What are your fees?"
Fair question, fees matter. We're fee-based and fully transparent, nothing hidden, but a fee only means something next to what you're trying to solve. Walk me through what you've been doing for your income up until now.
"What do you do?"
A lot of things differently than most firms, honestly. Because we're independent we've got more access and no product quotas, and we specialize in pre-retirees. I saw you were looking into [their concern], what have you been doing about that so far?
"Can you tell me more about your program?"
Happy to. The short version is it's a coordinated plan for your income, taxes, and risk, built around your situation, not a product off a shelf. But it only really makes sense once I understand what we'd be solving. What prompted you to book the call?
"What does it look like to work with you?"
I'll lay that out clearly once I know I can even help. It starts with a conversation like this, then an analysis of your situation, then a plan built on your real numbers. But none of that matters until I understand where you are, so what's the main thing you'd want to get out of it?
"What makes you different from everybody else?"
Worth asking, and I can only answer it well once I know your setup. Short version: independent, no product quotas, and we coordinate income, taxes, and risk as one plan instead of selling you a product. Walk me through who you're working with now and what they focus on.
"How do I know I can trust you?"
That's the right thing to ask, and you shouldn't take my word for it. Your money stays in your name at the custodian, never with us, and you can pull up my BrokerCheck and our background before you sign anything. Trust gets built over time, but the real question today is whether what I show you actually fits your situation, so what's going on that made you take the call?
"Can you just tell me what to do in this situation?"
I want to, that's the best part of the job. But handing you a recommendation before I understand your full picture would just be a guess, and you deserve better than a guess. Walk me through what you've got and what you're trying to do, then I can actually be useful.
"Should I do a Roth conversion / annuity / [strategy] now?"
Love that question, it's one of the highest-leverage moves there is. Done right it saves six figures, done wrong it costs you, so it comes down entirely to your numbers. Before I'd say yes or no, walk me through where your money actually sits right now.
"Can you just send me a proposal?"
I get wanting something in hand. But a proposal before I understand your situation is a guess dressed up as a plan, and that's exactly what I don't want to do to you. Give me a few minutes on your situation first, what prompted the call?
"Can you beat the market?"
Honestly? I'm not trying to. For pre-retirees the job is outlasting the market, not beating it, avoiding a 30% drawdown beats chasing 2%. What does winning actually look like for you in retirement?
"What's your investment philosophy?"
Short version: no one-size-fits-all, and we don't sell products. We build around your income needs and risk first, then pick the vehicles. Speaking of which, how are you invested right now?
"I already have an advisor" / "I do it myself"
Glad you've got someone / that you're proactive. A lot of our clients started the same way, they just wanted a second set of eyes. What made you take this call despite already having that handled?
"Why are you asking me all these questions?"
Fair to ask, and I should have said so up front. Anything I tell you before I understand your situation is just a guess, and you deserve better than a guess. The clearer the picture you give me, the more specific and useful I can be, and that's the whole reason these few minutes matter. So walk me through what you've got, and I'll show you where it actually stands.
"I don't like sharing my financial details."
Completely understand, and you shouldn't hand your numbers to just anyone. Two things: nothing you share here leaves this conversation, and you stay in control, tell me what you're comfortable with and we'll start there. The honest truth is I can only be as helpful as the picture you give me, and even rough ranges are plenty to begin. Roughly, what are we working with?
If they keep pushing for specifics (Moral Authority)
"I'm excited to share exactly what I'd do, it's the best part of the job. But I'm held to a fiduciary standard, so morally and legally I can't get into specifics until I understand your situation. Once I do, I'm an open book. So let's start with what you've been doing for your income up until now."
After the analysis offer
Different job now. The analysis is on the table, so do NOT pivot back to discovery. Dylan 07/07: acknowledge the question and give a real, high-level answer FIRST, don't stonewall with "we'll cover it in the analysis." Then anchor the specifics to the analysis, reassure it's theirs either way, and pivot to the statements ask. Confident and brief, no filler.
"What strategies would you actually use?"
Great question, honestly the fun part. High level, it comes down to coordinating a few things: [your Social Security timing, how the accounts get sliced for income, and the order you draw them down] so the tax and risk work together instead of against you. That's the what. The exact moves and the sizing are what the analysis tells us, because doing it off memory would just be a guess, and you deserve better than a guess. That's the whole reason I need the statements. Can you get them over by [Saturday]?
"What are your fees?" / "Is the analysis free?"
Straight answer: the analysis itself is free, no charge for it or this call. We're fee-based and fully transparent, so if we work together after to close the gaps, you'll see the exact number before you commit to anything. But that only means something next to what the analysis shows we're solving. Either way the analysis is yours to keep. Can you get me your statements by [Saturday]?
"If it's free, what's the catch?"
No catch, and nothing flips into a charge. I do these knowing maybe [one in five] becomes a client, the rest just get a clear picture and we both move on. The analysis is yours either way. So the only thing I need from you is the statements, can you send them by [Saturday]?
"If we do move forward, what does that cost?"
Fair to nail down. It's a transparent percentage of what we manage, no commissions, no hidden tickets, and bigger relationships get a lower rate. I'll show you the actual number once the analysis tells us what we're working with, and there's no commitment before then. Let's get the statements over first, which day this week works?
"How long until I see the analysis?"
Two to three business days from when I have everything, then we sit down and walk through it together. So the sooner the statements are in, the sooner you've got real answers instead of a guess. Does [Saturday] work to get them over?
"Why do you need all my statements?"
Two reasons: what's inside the accounts matters more than the totals, the fees and allocation nobody mentions, and I want to give you an accurate picture, not a best-guess from memory. Nothing's committed by sending them, and it's yours either way. Want to use the secure link and target [Saturday]?
"We're not committing to anything, right?"
Correct, nothing's committed on either side, and the analysis is yours to keep no matter what. If we work together after, it's because both of us think it fits, not because you got cornered. All I need to build it is your statements, can you get them over by [Saturday]?
"I need to talk to my spouse first."
100%, and I'd be skeptical of anyone who didn't want [your spouse] in the room. That's exactly why the second meeting is built for both of you, and the analysis just shows where you stand, nothing's decided. Let's hold a time that works for the two of you, and get the statements in first.
"Let me think about it."
Of course. The one thing I'd say is that thinking it through works best with real numbers in front of you, not in a vacuum, and sending the statements doesn't commit you to anything. So let's get you those numbers to think about, can you get the statements over by [Saturday]?
Call data
idle
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