Fact-finding
At the heart of this profession is connection. That includes framing key conversations with clients, earning their trust and encouraging them to open up about their goals. Your advisors will be putting these new skills to use in real conversations — you can support them by strategizing beforehand and discussing outcomes afterward.
Spark meaningful conversations to motivate each advisor.
What do you personally find the most challenging part of the discovery process?
How might you approach a conversation with a client who has trouble opening up or sharing sensitive information with you?
What are some ways you can build rapport with new clients more quickly?
What’s one strategy or tip from your Weekly Growth Plan that has been most helpful in this area?
Supporting your team is easy and intuitive.
Activities and resources for advisors are presented below. Here are two simple options for sharing all this information with your advisors, as well as conversation starters to help when you and your advisors check in.
Option 1
Click the button below to copy the messaging, drop it into an email and send it to your advisors. Then schedule regular check-ins with them to discuss their progress.
Option 2
Connect with your advisors individually or in small groups to walk through the messaging below. Then set up a check-in to discuss what’s working and how you can help guide them.
This is the messaging to share with your advisors:
Deepening relationships.
The discovery meeting can shape your entire advisor-client relationship. When you learn what’s most important to clients, everyone will benefit. Let’s look at how to optimize your approach to getting to know prospects and clients.
Build a foundation for success
Go into your first meeting with a plan to understand your client’s motivations and values, rather than with a business pitch. You can build trust and a path for success on that foundation. Start by going to the Learn section and digging into at least three Fact-finding resources that interest you.
Design conversations that do more
It can help to prepare questions for your client meetings that get to the heart of their financial values and goals. You might begin by asking, “What did you learn about money growing up?” Brainstorm at least five more questions to help you better understand your clients.
Here are five relevant resources to explore:
Redefine your role to stay relevant
Build your fact-finding on one question
Focus on what clients need next
Each week you will also receive a Weekly Growth Plan within the Academy, personalized to you. Your Growth Plan, as well as the Connect section of the Academy, where you can network with other Academy members, are good things to engage with regularly.