Whether you are relatively new to the planning business or have been in the profession for decades, odds are you have lost potential clients as a result of mistakes made at a first meeting.

For one very young advisor with about two years of experience, a nightmarish meeting involved a man with a net worth of $20 million to $30 million, who had been identified as a prospect because he knew the advisor's father. The session was reported by Alfred Longtin, ChFC and CEO of abResources in Frankfort, Ill., who sometimes consults with advisors and was serving that day in that role.

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