How Did One Advisor Close a $17M Prospect?

Nico Pesci’s firm went from bringing in roughly $150k–$250k in new assets per client to between $1M-$2M. But the interesting part isn’t some new marketing funnel, sales script, or lead source. It’s what changed in the way Nico thinks about the client relationship itself. In this conversation, Nico and I explore why advisors can unknowingly limit themselves before a prospect meeting even begins, what changes when a $17 million opportunity walks through the door, and why high-net-worth clients may be looking for something very different than what the financial industry has traditionally sold them. We also get into the challenge of taking what works inside a founder’s head and turning it into something an entire team can consistently deliver. TRIAD SALES LAB Learn how to break through the ceiling using the framework behind some of Triad’s fastest-growing firms. Discover the sales system that scales and apply right here: https://bradleyjohnson.com/186-triad-... KEY TAKEAWAYS: 00:00 Introduction 01:47 From Touring Musician To Financial Advisor 04:09 Perform Like The Room Is Full 06:52 Stop Judging Prospects Too Early 11:06 The Mindset Before Every Seminar 15:27 Remember The Person Behind The Account 19:06 The Financial Planning Bait-And-Switch 22:17 How He 10X’d Average Client Size 26:42 What Wealthy Clients Really Want 30:00 What Changes With A $17M Prospect? 31:21 Believing in Your Process 34:56 The Shift from Solo Advisor to Founder 38:41 Lead Your Team with a Servant Mindset 40:06 Your Impact as an Advisor 47:03 From Advisor To Founder to Coach 48:52 Build Something Bigger Than Yourself 50:18 The Legacy That Outlives Revenue #financialadvisor #entrepreneur #mindset Get access to the show notes, transcript, and links to all the resources mentioned for this episode by visiting https://bradleyjohnson.com/187 FINANCIAL ADVISOR INSIDER CREW If you're a financial advisor and want to become a DBDL Insider and get VIP access to free resources and exclusive content, specifically designed to help financial advisors take their business to the next level, text DBDL to 785-800-3235. SUBSCRIBE ON YOUTUBE - THE CHANNEL FOR FINANCIAL ADVISORS    / @bradjohnsondbdl   LET’S CONNECT! 🌐 Website: https://bradleyjohnson.com/ 🐦 X:   / dbdlpodcast   📸 Instagram:   / dbdlpodcast   💼 LinkedIn:   / dbdlpodcast   🗣️ Facebook:   / dbdlpodcast   💜 LISTEN TO THE "DO BUSINESS. DO LIFE." PODCAST ON APPLE https://podcasts.apple.com/ca/podcast... 🟢 LISTEN TO THE "DO BUSINESS. DO LIFE." PODCAST ON SPOTIFY https://open.spotify.com/show/6EYSNQQ... DISCLOSURE: DBDL podcast episode conversations are intended to provide financial advisors with ideas, strategies, concepts and tools that could be incorporated into their business and their life. Financial professionals are responsible for ensuring implementation of anything discussed related to business is done so in accordance with any and all regulatory, compliance responsibilities and obligations. The Triad member statements reflect their own experience which may not be representative of all Triad Member experiences, and their appearances were not paid for. Triad Wealth Partners, LLC is an SEC Registered Investment Adviser. Please visit Triadwealthpartners.com for more information. Triad Wealth Partners, LLC and Triad Partners, LLC are affiliated companies.