You’ve done the work. You’ve nailed your city scheduling, sent out your carefully crafted cold outreach emails, and now you’re sitting in the city, ready for a full day of meetings.
But there’s nothing more frustrating than walking out of those meetings feeling like they went nowhere. Worse yet, you didn’t even get to say half the things you needed to say. Maybe the people across the table steered the conversation in a completely different direction, throwing curveball questions at you right from the start.
That’s why your opening remarks are so important.
The first two minutes of any meeting set the tone and direction for the entire conversation. They’re your opportunity to take control, establish credibility, and ensure the discussion revolves around your firm and strategy – not wherever the prospect’s questions might take it.
In this article, we’re going to be reviewing the two minutes that define your opening remarks. By the end of this, you’ll have a better understanding of why they matter and how to craft a concise, compelling pitch that sets the stage for a productive meeting.
Why the Opening Moments Are Critical
Think of your opening remarks as the blueprint for the conversation. They’re not just a polite introduction – they’re your opportunity to center the conversation on the key points of your firm and strategy. By laying out these essentials upfront, you help the prospect focus on the most important details and preempt questions that might derail the flow later.
Here’s what makes a strong opening remark so powerful:
- It Establishes Authority: By highlighting your firm’s credentials, experience, and track record, you immediately establish credibility. The prospect knows they’re talking to a professional with a proven history.
- It Saves Time: When you hit the key points early, you avoid getting bogged down by basic questions like, “How many strategies do you manage?” or “How long has your team been together?” This leaves more room for meaningful discussion during Q&A.
- It Sets the Right Tone: Your opening remarks show that you’re prepared, professional, and respectful of their time. That first impression matters more than you might think.
The Key Points to Hit On
A great opening remark doesn’t just happen – it’s crafted. Here are the essential points you need to cover in the first two minutes:
- The Firm’s Founding: When and why was your firm started? Share its origin story in one sentence to provide context.
- Location: Where is your firm headquartered? Simple but important.
- Assets Under Management: Give a clear number to establish scale and credibility.
- Number of Investment Professionals: Share how many people are on your team and their level of experience.
- Strategies Managed: Highlight the breadth (or focus) of your strategies.
- Length of Track Record: How long have you been managing the strategy you’re pitching today?
- Unique Value Proposition: What makes your firm or strategy different? Why should they care?
- Client Base: Who are your clients — foundations, RIAs, pensions, family offices? Provide a snapshot.
The Transition to Q&A
Once you’ve nailed your opening remarks, the next step is to smoothly transition into Q&A. This is where the real magic happens. A solid opening ensures that you’re not wasting time on the basics, allowing you to dig deeper into the specifics of your strategy.
For example, if you’re pitching a large-cap growth strategy, you can quickly pivot to questions like, “How does your team currently think about large-cap growth in today’s market?” or “Do you see room in your allocation mix for a concentrated growth strategy like ours?”
By practicing your opening remarks, you not only set the tone but also pave the way for a more strategic and engaging discussion.
Start Owning the First Two Minutes
The first two minutes of your meeting are more than just an introduction—they’re your chance to establish credibility, set the agenda, and make a lasting impression. When done right, they:
- Build Confidence: You feel prepared and in control of the conversation.
- Streamline the Meeting: Foundational questions are addressed upfront, leaving more time for meaningful dialogue.
- Position You as a Pro: Prospects can tell when you’ve put in the work, and they’ll respect you for it.
Your opening remarks aren’t just words—they’re the foundation for the entire relationship. When you take the time to craft and practice them, you’re not just checking a box. You’re showing your prospects that you respect their time, know your stuff, and are someone they want to work with.
So, before your next trip to Chicago, New York, or wherever your meetings take you, spend the time practicing. Write out your pitch, stand in front of the mirror, and rehearse it until it feels like second nature.
Because when you walk into that room and your opening remarks flow, you’re not just delivering information – you’re setting yourself apart as a true professional. And that’s something every prospect remembers.
