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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!