The Advisor Edge with Chris Smith
Build a brand that stands out—so you can move up‑market, attract ideal clients, and make a bigger difference.
Welcome to The Advisor Edge, the weekly show for planning‑first financial advisors and wealth‑management leaders who refuse to sound like everyone else. Host Chris Smith—former advisor and CEO of The PSBLTY Co.—shares battle‑tested frameworks, candid stories, and real‑world interviews that help you:
– Craft a magnetic brand narrative your dream clients can’t ignore
– Win higher‑value relationships with language that resonates
– Scale your firm and leadership impact without losing authenticity
Each episode mixes rapid‑fire solo insights, live training replays, and case‑study conversations—giving you actionable branding and growth systems you can implement today.
Our mantra: Building brands is what we do, but liberating leaders is who we are.
Ready to join the movement? Hit follow and start sharpening your Advisor Edge.
(A podcast for financial advisors, RIAs, and planning‑first firms.)
The Advisor Edge with Chris Smith
Questions That Close: Get the Second Meeting | #Sales – Ep. 02
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
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!