[Company X], which represented an opportunity to bring in about $30,000 in annual revenue. The interesting thing about this presentation is that during the Investment Advisory portion of the discussion, I relied solely on the materials from the Greene Training. Because I had just gone through the certification process, I was able to launch right into the 5 key investment fiduciary issues, directly from memory. One by one, we discussed each issue separately and were able to bring the relevance of each issue to the forefront of the discussion. I used doubt raising questions, which served to get the prospect even more focused on the points we were making.
While there were no final decisions or awards made at this meeting, we are advancing to the next steps with this prospect. It’s clear to me that one of the main reasons for being able to advance this opportunity is how our message was delivered regarding IA services. In other words, the Greene materials were extremely effective in shaping and conveying our message. [My Teammate] immediately commented after the meeting how well it went and how improved my portion of the meeting was from our last meeting together. In all honesty, I have a new confidence in how I present our services that I believe will contribute significantly to bringing in new client relationships to [our firm].