Description
Successful people want to be understood for their uniqueness. In fact, the primary goal of discovery is to reveal the true essence of the person who is seeking advice and then demonstrate a profound understanding of that person. A successful discovery process clarifies a prospective client s dreams, fears, wishes and most heartfelt desires. The result is a thoughtful conversation that establishes a profound human connection. This program is designed for advisors who want to learn how to conduct a deep discovery and develop better client relationships. Participants will learn the communication skills needed to uncover what truly makes each client unique.
Learning Objectives
A look at human decision-making A five-step meeting process that helps advisors achieve a deep and accurate understanding of a potential client The difference between discovery and fact-finding An explanation of the three-step intake process A detailed description of and scripts for the nine-step discovery process