When Kalia and I started our estate planning, we knew we needed a real pro.

We didn’t want someone who would just rubber-stamp a few documents. We wanted someone who understood the full picture—financial, legal, and personal.

Before we even had our first official meeting, our attorney sent us a detailed process to complete.

(And when I say “we” had to complete it…I mean Kalia had to complete it.)

It required gathering detailed financial info, answering in-depth questions about goals and values, and thinking through things we hadn’t even considered yet.

It wasn’t quick.

It wasn’t “easy.”

But by the time we finally sat down with him, something interesting had happened:

We were already sold.

He hadn’t pitched us.

He hadn’t discounted his fees.

He hadn’t even “proven” himself yet.

He pre-sold us simply by having a professional, organized, intentional client process.

Even though he was more expensive than others we could have chosen, it didn’t matter.

Because price is an issue in the absence of value—and he demonstrated value before we met.

When you show up with a smart client-getting system that educates, qualifies, and frames your value before the call, you’re not selling anymore.

You’re simply confirming you’re the right choice.

Tomorrow, we’ll talk about the fatal mistake professionals make after someone expresses interest… and how to fix it.

Kick butt, make mucho DEEnero!

Dave “Thanks, Kalia!” Dee