How can financial advisors approach business development conversations without feeling pushy or inauthentic?
In this episode, Kristin is joined by David DeCelle, CEO of Model FA, to unpack the subtle art of turning prospect meetings into meaningful relationships, and ultimately, new business.
They cover mindset shifts, simple pre-meeting research techniques, and practical language that makes it easier to guide prospects through your process with confidence.
Listen in to learn how to lead with curiosity, build connection from the first conversation, and follow up in ways that feel personal, not salesy.
David shares:
- How to shift from a sales mindset to a relationship-building approach.
- Simple ways to use social media & research to personalize prospect meetings.
- A framework for setting clear agendas that guide productive conversations.
- What to say at the end of a meeting to lead with confidence.
- How to follow up without being a nuisance.
- Where AI fits into the follow-up process and how it can improve advisor efficiency.
- Why consistent, genuine outreach is the key to long-term business development success.
Resources:
- Why You Don’t Have To Be Perfect To Grow Your RIA (Ep. 9)
- Book Mentioned: Conversations by Ivan Farber
- David’s upcoming AI tool (teaser revealed in episode—stay tuned!)
Connect with David DeCelle:
- LinkedIn: David DeCelle
- Model FA: https://www.modelfa.com
- Instagram: @david_decelle)
- Email: david@modelfa.com
- Book a Strategy Call
Connect with Kristin Harad:
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