In this 173rd episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards explore how to handle the disappointment of a promising prospect who chooses to stay with their current advisor, and how these situations can still create opportunities to strengthen the relationship and improve the advisor’s own process. While the initial ‘no’ may sting, it also offers an opportunity to reflect, adjust, and position more effectively for the future. For more, see https://www.kitces.com/blog/173-michael-kitces-carl-richards-financial-advisor-prospecting-client-relationship/ and https://www.thesocietyofadvice.com/ Unpacking A Prospect's Soft No When They Choose To Stay With Their Current Advisor [01:33] When The Client’s Current Relationship With Their Advisor Is Complicated [14:08] Demonstrating Quality Without Being Too “Sales-y” [21:30]