Consultative Selling for IBs

High-ticket prospects don't respond to "Sign up with my link." They need a consultative approach.

The Discovery Call Framework

Don't pitch. Discover.

Opening (5 min):

Thank them for their time

Share your background briefly (30 seconds)

"I'd love to understand your trading goals so I can see if I can add value"

Discovery (20 min):

"What's your current trading experience?"

"What instruments do you focus on?"

"What's your current broker and what do you like/dislike?"

"What would the ideal trading setup look like for you?"

"What's your approximate trading size?"

Education (10 min):

Share relevant insights about the market

Explain how different broker types work (ECN vs Market Maker)

Discuss what matters for their trading style

Recommendation (10 min):

"Based on what you've told me, I think [Broker] would be a great fit because..."

Address their specific pain points

Be honest about limitations too

Next Steps (5 min):

"Would you like me to set up a demo account so you can test the platform?"

"I can introduce you to the broker's dedicated account manager"

Follow up within 24 hours with a summary email

Handling Objections

"Why should I use your link instead of going direct?"
→ "Great question. Going through me gives you priority support, I personally handle any issues with the broker, and I can negotiate better conditions for active traders. My service is free to you — the broker compensates me."

"I've been burned by a broker before"
→ "Tell me what happened. [Listen.] That's exactly why I only recommend [Tier 1] regulated brokers. With [Broker], your funds are segregated and protected up to [amount]."

"Let me think about it"
→ "Absolutely. I'll send you a comparison document and some resources. What questions would help you make a decision?"

Finding High-Net-Worth Individuals

Building a VIP Client Service