🔥 3 Secrets to Convert More Clients

Did you hear? South Africa has a new pension fund adjudicator. Oh, and after 24 years as a major telecoms player, Cell C has announced it’s listing on the JSE. 

This week in Seed Analytics Advisor Connect:

Getting leads and warming them up is only the start. Converting as many potentials into clients face-to-face is the real game.

First impressions count: People decide within ~100 milliseconds if they trust you or not, and they judge that based on whether they think you actually care about them.

So, how do you use this to your advantage?

CFA and advisor sales trainer, Dave Zoller, has some choice tactics you can apply. Let’s break it down into 3 steps during your first 15-minute client meet…

The first 5 minutes: Build emotional safety

Ask open questions and really listen to what the person is saying; people pick up very quickly if you’re only thinking about yourself, your commission or the product you’re trying to push.

A neat trick is to match your prospect’s tone and pace. It makes you come across as warm and in tune with them.

In this video, Zolle suggests starting with a simple question: “So, what’s on your mind?” And then letting the person speak while you listen for cues, see what they really need right now.

From 5–10 minutes: Clarify the “why”

Once you know what they’re really looking for, knowing why or why now is the next tool you need; knowing how important solving their issue is to them helps you gauge how willing they are to buy now.

You can shift to something like: “What made you explore advice now?” This gives clarity on their goals and motivation. 

Again, Zolle warns in this video not to jump to your pitch yet. Focus on understanding why this person took time out of their day to meet with you first.

Then 10–15 minutes: Create a micro-win

Once you know what they want and why they are here now, the best next thing is to share a real, relatable or understandable insight, testimonial, case study or example of someone else who was in the same situation as them and how you helped them get what they really wanted/needed.

This is where you show them proof you’ve helped others, which closes the loop and cements enough trust for you to move forward with a proposal.

NB to remember

Using this method requires you to focus on building great communication skills. As Zoller puts it in this clip: Prospects rarely pick the “smartest” advisor; they pick the one they trust the most, which requires clear and open communication more than anything else.

The ability to explain complex ideas simply isn’t a soft skill; it’s how you drive more conversions.

When your data is spread across platforms, making smart decisions can feel like guesswork.

Seed Analytics changes that.

See all your clients’ fund exposure in one clear dashboard — across platforms, products, and providers. Then, take it a step further with Advisor Exposure Visibility, showing which platforms your advisors actually use (and which they don’t).

The result?
Real-time insight that helps you lead with clarity, not assumptions.

New to Seed?

Financial Advisor (JHB) @ Succession Financial Planning

Financial Advisor (CPT) @ Envestpro

Salaried Financial Advisor (De Aar, NC) @ Old Mutual

Associate Investment Consultant (CPT) @ RisCura

Health and Benefits Consultant (CPT) @ WTW

Business/ Broker Consultant (CPT) @ Discovery Limited

Broker Consultant (JHB) @ Fedgroup

Did You Know? The world’s first commercial computer, the Univac, was the first-ever to predict a presidential election correctly. It happened during a live radio show broadcast back in 1952.

Till next time,

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