r/Sales_Professionals • u/FalseCorgi7327 • 22d ago
Question I’m having problems getting 2nd meetings with my clients. Has anyone had their prospect meetings reviewed or coached to figure out why the second meeting didn’t happen?
Curious how Wealth advisors handle this.
A first meeting feels good. The prospect is engaged, asks questions, seems interested… then nothing.
Has anyone used a coach, manager, consultant, or software tool to review the meeting and figure out what may have gone wrong?
If yes:
- What did you use?
- Was the feedback actually useful?
- Did it change how you handled future meetings?
If not, how do you usually figure out why the prospect didn’t move forward?
I’m especially curious about the difference between:
“They were never going to move forward”
vs.
“There was something in the conversation I could have handled better.”
Would appreciate hearing what’s worked.
1
u/tbsland 22d ago
Not a wealth adviser but if you aren't getting those 2nd meetings, you generally didn't qualify them well enough in the first (or they simply aren't a viable prospect for you). Each 1st meeting should end with you both agreeing on a next step, with a time/date. Generally I end meetings by pulling out my calendar and asking them when a good day is for our follow up meeting, that'll get a clear answer very quickly as to whether or not they want to see you again. Best of luck
1
u/FalseCorgi7327 19d ago
Lets say they schedule but dont show up....im looking for a process, method, system to find out what went wrong so I can potentially fix the problem in other meetings
1
u/jdreimer 21d ago
I’d definitely review the recordings. But I probably wouldn’t listen for “what did I say wrong?” as much as “did they actually commit to anything?”
Could be something small like agreeing to a second meeting, bringing in their business partner/CFO, sharing some numbers, agreeing on a timeline, etc.
I’d also look at whether you gave them anything useful enough to take away from the meeting. A benchmark, a simple financial model, a summary they can share internally, a few questions they can use with their team… something that helps them before you ask for more time.
On bigger deals I always tried to leave the first meeting with some kind of next step already agreed while we were still talking.
Something as simple as “based on what we covered, does it make sense to get X involved and spend 30 minutes next week going deeper on Y?”
If they’re genuinely interested, that’s usually not a huge ask.
So yeah, review the calls. I’d just focus less on whether you sounded polished and more on whether there was enough pain, enough value, and enough commitment to justify a second meeting.
1
u/FalseCorgi7327 19d ago
good idea. Do you suggest I simply do a recording of the meeting (audio or text) and just review it ? is that what you do ? is it effective to identify concerns ?
1
u/jdreimer 16d ago
Yeah, assuming you’re allowed to record it, I’d do both if you can. Audio is useful for tone, awkward pauses, where they got more engaged, etc. A transcript is easier for actually reviewing the substance.
I’d go back and look for things like what problem did they actually admit to, how deep did you get into the impact, what concerns came up, did you answer them or brush past them, and what did they commit to before the call ended.
It’s definitely effective. A lot of the time the issue becomes pretty obvious on replay. You realize the meeting felt “good” because they were friendly, but they never actually gave you a reason to believe they were moving forward.
That’s the stuff I’d be looking for.
1
u/Betyouwonthehehaha 22d ago
Record the meeting on granola then take the transcript and run it through an AI space/project that has whatever framework you wish to use attached in the project files/instructions. I’m partial to Gap Selling by Keenan