In this episode, Jordan discusses the importance of orienting prospects to their financial situation. Specifically, he walks through the three questions he seeks to answer for prospects that help guide the conversation and address the things that prospects most commonly think about as it relates to their finances.

In this episode Jordan reorients advisors to consider data gathering as an inherently valuable process for prospects. He dives into 4 tips to make a first-time data gathering less intimidating and more approachable for clients. These tips include:

1. Encouraging prospects to be less precise in the information they add
2. Sending a short video explaining the process
3. The “trojan horse” of data gathering
4. Requiring less from people.

Jordan shares insights from his recent presentation at a dental conference where he introduced a unique approach to financial consulting inspired by Patrick Lencioni's book "Getting Naked". Rather than leading with firm credentials and services, Jordan demonstrates how starting with clarity about clients' current financial health and actively listening to their concerns creates more meaningful connections.

The episode highlights how this consultative approach, combined with practical tools for assessing financial health, helped dentists better understand their current financial situation, even those who already had financial advisors.