Stop taking "joint work down" meetings (the reason will surprise you)

Okay, check in.

Are you currently taking joint work "down" meetings?

And by "Joint Work Down", I mean having a more junior advisor schedule a meeting (approach or factfinder) on your calendar where you are expected to "run the case", and they just chill after making the introduction.

It seems like a golden ticket, right?

You get meetings on your calendar and literally don't have to do any prospecting or dialing.

But....

Here's another way of looking at it (and the way I look at it).

When you take a joint work down meeting, you're doing 100% of the work... and only getting 50% of the case (eesh, talk about the opposite of working less and making more)

And that is NOT my vibe. (And it's not the vibe I want for you, either)

And, let's be honest, most of these joint work meetings are pretty crappy, aren't they?

Some might be solid -- but it's like finding a needle in a haystack.

And, not to mention, meeting with someone who's NOT your ideal client can be really energy draining.

So, to summarize, when you take "Joint Work Down" meetings you...

• do 100% of the work and only get 50% of the case
• have more meetings "no show" (because these junior advisors don't know how to set up a meeting correctly)
• hope for a "needle in the haystack" kind of case
• sacrifice your energy and are unable to show up as the best version of yourself in your other meetings

At this point, I'm guessing you're thinking: okay okay, I get it Scottie. But.... these are "free" meetings! How can I just start saying no?

I need meetings on the calendar... what should I do?

If you're currently taking Joint Work Down meetings, here's what I would do to (slowly) shift your business to become more sustainable (meaning you're working less and making more):

• First, decide you are going to start slowing down (or eventually stopping altogether) on taking joint work meetings
• Then, continue taking these meetings! For now! I'm a fan of micro pivots instead of doing a 180.
• In the meantime, create a prospecting system. This is key.
• Instead of relying on these meetings to fill your calendar, we need to start shifting to working with YOUR ideal clients
• This means you're working on the following three criteria (these are exactly what I teach inside my program:
• 1. Become a prospecting MAGNET. Learn your target market, their pain points, and start branding yourself as an expert so you can generate inbound leads
• 2. Create your ideal prospecting process. This is simple, yet massively impactful
• 3. Determine the right prospecting strategies to use (ex: linkedin, nesting at companies, COI's, etc.)
• Pro next-level tip: Once you start getting new referrals on your calendar, partner with another advisor and pass off your non-ideal clients and BOOM! You're now getting 50% of the case and doing 0% of the work. VIBES!

If you're not feeling super confident in your prospecting game (and therefore taking these Joint Work Down meetings...

I have a solution for you.

My program, The Financial Advisor Academy, is here to help you become a master at prospecting and start creating a more efficient practice.

🔥 FAA helps advisors 2-10 years in the business double their production by implementing next-level prospecting strategies, tactics and systems.

(Ex: maximizing LinkedIn to book 3-5 approaches/week, Nesting at companies, creating a “No Ask” method to get inbound referrals, etc.)

If you're interested in exploring, click here to learn more: https://www.scottietaylorjr.com/explore

Scottie

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