The Fundamental Truths of Effective Problem-Solving

We delve into crucial topics that can transform your approach to client interactions. In this session, we are honored to have Anthony Greene speaking at our Regional Summits. Anthony begins by presenting three fundamental truths that hold the key to successful problem-solving. The first truth emphasizes the importance of addressing big problems rather than small ones, as they have a significant impact on outcomes. The second truth highlights that people prioritize fixing big problems over pursuing opportunities. Lastly, Anthony asserts that individuals can decide to address a problem without knowing how to solve it.

Anthony Greene, SVP Business Development

Central to our role as advisors is the mission to create better client outcomes. We are here to help our clients navigate change and motivate them to take action. Anthony underscores the core principle of the NFP Sales Academy: gathering information before providing it. By understanding our clients' needs, challenges, and aspirations, we can tailor our recommendations effectively.

Anthony introduces the concept of the Red Flag Change Pattern™, a framework that enables us to identify critical moments in the client's decision-making process. Knowing your customer is essential, and Anthony highlights four key questions: Do I have a problem? How big is it? What are the costs, consequences, or risks of maintaining the status quo? And who else is impacted by this problem?

Drawing on our twenty-five years of experience, we have developed a powerful model that encompasses three crucial facts you need to know as an advisor. Additionally, Anthony uncovers two danger zones to watch out for in sales meetings, as well as the two primary reasons causing 85% of your losses.

Understanding the five phases of decision-making and being equipped with the four essential questions every buyer asks are vital skills for advisors looking to excel in their practice.

Are you looking for more insights? Download the presentation here.


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