A Five-Step Plan for Authentic Client Conversations

What if a room could make the difference between a distracted client and an authentic conversation?

With help from Buckingham’s Design | Build | Protect™ program and LifeCards, Paul Ragone of Integrity Wealth Services has designed such a room.

Surprising with a location change, Paul introduces clients to what he calls the “experience room.” A room with dimmer lighting, darker walls, and a stack of questions encouraging strangers to share what’s really driving their financial lives, their financial dreams, and their financial fears.

This experience in a small room has led to more referrals and more growth than Paul’s ever experienced. And that growth took place without adding a single staff member.

“I’ve noticed that the referrals that we are receiving, which has been quite a bit from our clients lately, have been the ones that have gone through that experience room. That definitely resonated with them and those are my biggest referral sources.” ~ Paul Ragone

In this episode, Paul talks with Steve about overcoming his fear of growth, the method behind Paul’s five meeting client experience process, how Paul initiates more authentic conversations amongst prospective clients, why Paul started focusing on SEO, and how Paul created an in-house one-stop-shop for client services.


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