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How Financial Advisors Can Confidently Close a Sale with High-Net-Worth Clients

So, you've:

• Mastered your elevator pitch.
• Identified your ideal prospects.

Now, it’s time to close the deal.

Closing a sale is the most critical part of client acquisition. It’s where financial advisors turn prospects into lifelong clients.

Yet, many advisors struggle to navigate objections, emphasize value, and seal the deal with confidence.

In this guide, we’ll walk through five key steps financial advisors can use to close more clients - especially high-net-worth individuals.

Step 1: Solve a Specific Pain Point

Every client has a problem they need solved.

• Are they worried about retirement savings?
• Do they feel neglected by their current advisor?
• Are they uncertain about wealth transfer strategies?

Tip: Instead of listing your credentials, show how your services remove stress and uncertainty from their financial future.

Instead of saying: "I provide personalized financial planning services."

Say: "I help high-net-worth individuals secure a comfortable retirement without worrying about outliving their wealth."

When you connect your services to their most pressing concern, you increase trust and urgency.

Step 2: Focus on Benefits, Not Just Features

Features tell, benefits sell.

Instead of saying: "We use state-of-the-art portfolio management software."

Say: "We save you hours every month by automating your portfolio updates, so you can focus on what matters most."

Clients care about how your services improve their lives—not the technical details.

Step 3: Address Objections Head-On

It’s normal for prospects to hesitate. Instead of avoiding concerns, invite them into the conversation:

• "Do you have any reservations about moving forward?"
• "What concerns do you have about working with a new advisor?"
• "Does this solution align with what you’re looking for?"

Tip: Clients don’t always verbalize their objections. Look for hesitation cues - such as pauses, vague responses, or deflections—and address them directly.

Step 4: Ask for the Commitment

Many financial advisors wait for the client to make the first move—but the best closers ask directly.

Try these confident closing questions:

• "Are you ready to take the next step in securing your financial future?"
• "Would you like me to send over the contract so we can get started?"
• "What’s holding you back from moving forward today?"

Tip: If the client isn’t ready, don’t push - but do set a follow-up date.

Step 5: Follow Up (Even If They Say No)

Not every sale happens immediately—but many happen eventually.

A well-timed follow-up can turn a "no" into a "yes."

Follow-Up Strategies That Work:

• Send a thank-you email with a recap of your discussion.
• Offer a second meeting if they need more time to decide.
• Check in a few months later—circumstances change, and they may be ready to commit.

Bonus: Finding High-Net-Worth Prospects in Your Area

Before you can close more clients, you need to get in front of the right clients.

Dunham’s Identifying the Invisible Rich series - developed with Bryce Sanders - teaches financial advisors how to locate and connect with the wealthiest 2-5% of their target market.

So, ready to build a stronger pipeline of high-net-worth clients?
Contact us via email or call us at (858) 964-0500 for one-on-one strategy support.

**Updated: 2025