Financial Services Sales Training - Practice Advisor Prospecting

The advisor development problem

Prospects are sceptical. They've been pitched by advisors before. Breaking through requires skill that most training programmes don't develop.

80%

Of new financial advisors leave the industry within 5 years. Most fail because they can't build a book of business fast enough.

$150K+

Cost to recruit, train, and license a new advisor. That investment walks out the door when they can't get traction.

3-5 years

Time to reach profitability for a typical advisor. Those who can't accelerate client acquisition don't survive.

Trust is earned in the first 30 seconds

High-net-worth prospects decide quickly whether an advisor is worth their time. A stumbled opening, a pushy pitch, or a generic value prop and they're done. Your advisors need to sound polished and credible before they ever pick up the phone.

Practice the conversations that build books

Cold prospecting and referral conversations require different skills. Train your advisors on both.

Cold Prospecting

Handle the trust objection

Wealthy prospects have heard every pitch. They're loyal to existing advisors and sceptical of new ones. Practice responses that build credibility without sounding desperate.

"I already have an advisor"
"What are your fees?"
"I can do this myself online"
"How did you get my information?"

Prospecting Call Score

Credibility Opening 8/10

Value Articulation 7/10

Fee Reframe 5/10

Meeting Set 9/10

You: "Sarah mentioned you might appreciate a second opinion on your retirement planning. She's been a client for eight years and thought we might be a good fit..."

AI: "I'm happy with my current advisor. We've worked together for a long time."

You: "That's exactly what I'd hope to hear. Loyalty matters in this business. I'm not suggesting you change anything. A lot of our clients came to us for a second perspective on their tax efficiency..."

Good: respected existing relationship, offered value without pushing

Referral Conversations

Turn clients into advocates

Most advisors hate asking for referrals. It feels awkward. Practice makes it natural. When your advisors can ask confidently, referrals become your best growth channel.

Natural referral asks
Warm introduction scripts
Following up on referral leads
Centre of influence development

Review client meetings with AI

Discovery meetings and plan presentations happen on video. Upload recordings and get coaching on how your advisors engage prospects.

Discovery meeting analysis

Upload prospect discovery calls. Get AI analysis on needs assessment, risk tolerance discussion, and goals exploration.

Compliance-friendly scorecards

Build scorecards that align with your compliance requirements. Score on suitability discussions, disclosure delivery, and documentation.

Team performance tracking

See how each advisor compares. Identify who needs coaching on discovery vs closing vs compliance adherence.

Built for wealth management leaders

Faster book building

Advisors who practice make more calls and convert more prospects. Accelerate time to profitability.

Reduce advisor attrition

New advisors leave when they can't get traction. Give them confidence before the rejection starts piling up.

Compliance-safe practice

Practice calls are with AI, not real prospects. Advisors can make mistakes and learn without compliance risk.

Coaching data

Know exactly which skills each advisor needs to develop. Scorecards show strengths and gaps across your team.

API integration

Connect to your CRM or compliance systems. Automate call review workflows and sync advisor performance data.

Phone + video

Practice prospecting calls with AI. Review client meetings with automated scoring. Train on both modalities.

Ready to grow your advisory practice?

Build advisors who prospect confidently and convert consultations.

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Build advisors who prospect with confidence