Motem

Tour of the Platform

Where are you now?

In Pursuit of Less but Better

Your Target Audience - thinking prompts

Personality styles

Phrases for your website

Assignment 1: your target audience

Webinar

Cues (warmth & competency) checklist

How to politely screen people - part 1

How to politely screen people - part 2

Sample email: How to set up the call

One pager structure

Introductory call conversation flow

Menu of screening questions

Suggested scripts for screening

Assignment 2: Intro call conversation - make it your own

Communicating Value: Ask what they want

Sample questionnaire

Sample emails: How to follow up the call

Assignment 3: Parting of ways

Pre meeting communication: email, agenda, positioning

Addressing 5 psychological needs in prospective clients

Big Questions vs Little Questions

Assignment 4: your clients' commonly-asked little questions

The importance of building rapport

How trustworthy are you? Take the test...

23 questions to get to know your prospect

Assignment 5: your first meeting favourite questions

Communicating Value: Focus money score

Digging Deeper for Goals - research paper Morningstar

Women and Wealth Building - white paper

What Clients Value - Vanguard Research Oct 2025

Assignment 6: Impact of your advice

The first sale is to yourself

Making Value Visible

Teaching a Concept & Adding Value - using a whiteboard

Assignment 7 communicating your value

Talking about your services

What's going through prospect's minds when discussing fees

Assignment 8: Outlining your fees (and their fairness)

10 Commandments of High Trust Fee Conversations

Fees: 5 principles for confident conversations

Assignment 9: Talking about fees

Phrases to ask for the business

More resources on whiteboarding from Sten Morgan (USA)