Did you attend any on-the-job courses such as "Policy Closing Masterclass" and "Referral Revolution", and if yes, how effective were the courses back when you were working as a financial advisor?

Apologise to tell you I did not attend any such sales related courses. But what I can show you based on what I have learned in sales before some concepts that worked even for a corporate job.

1-3-7. Why is it called 1-3-7? It is a follow up technique to be used for after meet up.
1 day after, call to check up on how your client is feeling. This will help to keep the ideas fresh.

3 day after, people might be too busy to execute their plan. You can remind them of the appointment on the 7th day

7 day after. Follow up as people can get too busy with life, and remind your client of the meet up.

Hope this helps you