Preparing For Appointments
The Power of the Edification Triangle
Matt Morris explains the psychology behind why two-on-one meetings (you + your expert + your prospect) are more effective than one-on-one presentations.
Example Script
Trainee:
[Prospect], I want to introduce you to [Trainer’s Name]. He’s helped a lot of families make better financial decisions, and what I love is how he makes everything simple to understand. I’m grateful to be learning from him, and I knew you’d get a lot of value from meeting him too.[Trainer], this is my good friend [Prospect’s Name]. He’s very open-minded, very responsible when it comes to his family and finances, and open to making smart decisions for his future. That’s why I thought of him for this meeting
Trainer:
Thanks, [Trainee]. [Prospect] I just want to say, you’re lucky to have [Trainee] in your corner. He’s committed to learning this business the right way, and I can see that he really cares about you. I’m excited to be working with him and to have a chance to meet you as part of his training.
Key Points
Trainee edifies trainer to prospect.
help - shows impact and relevance
value - reminds the prospect what’s in it for them
Trainee edifies prospect to trainer.
Open-minded - positions them as teachable and willing to listen.
Responsible - puts them in the mindset of taking ownership.
Trainer edifies trainee.
committed - highlights seriousness and dedication.
cares - shows heart and people-first values.
Pro Tips
Keep it short (don’t oversell).
Smile and make eye contact
Goal = build trust between all three people quickly.
Here's Matt explaining what the process looks like
Here's Frank doing a real example with a prospect
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