To move someone from prospect to client, your process should be very objective and highly systematized, and end with a much more subjective and customized (or even personal) result. Every client should end up with a highly-customized financial planning document that acts as a roadmap for all of their financial decisions from this point forward.
For greatest impact, you want to come back to the client with an extensive financial plan, along with a summary action plan. They should see the amount of work you and your team have put in on your behalf.
Please review the Compelling Conversations Guidebook, and explore the additional content and resources in this series.