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Financial advisors—how do you prepare for a meeting with a new client? What information do you need to gather? What information is useful for your pitch? Where do you find this information?

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Your job is to really listen and obtain their trust. I don’t prepare at all for first appointments. They should leave liking you because you’re a likeable trustworthy person. If you start with Beta and Sharpe ratios you’ll lose them pretty quickly. I don’t research how to fix a car before I get my car fixed. I need to trust the guy or I don’t. Take good care of me put my interests first and don’t rip me off. This is always true

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