Mastering Client Discovery

Mastering Client Discovery Overview

Client discovery is the meeting in which an advisor presents themselves formally in a professional setting, likely for the very first time. Advisors invest time in networking and prospecting, and when a warm lead develops, requesting a discovery meeting is the opportunity to convert the prospect into a paying client. Mastering this meeting is essential to building your book of business. This course focuses on the second step of the FPWMP client-advisory journey. It explains the importance of the discovery meeting, how to make sure the request for one is well received, and when it is, what steps to take so that you are showcasing yourself in the best professional light possible.

Mastering Client Discovery Learning Objectives

• Explain why client discovery meetings are a crucial step in the FPWMP client-advisor journey
• Create a playbook of templates and materials you send clients for each step of client discovery—from requesting the meeting to following up
• Describe how to successfully manage prospective client objections that commonly arise during discovery meetings

Recommended Prerequisite Program

This preparatory program is optional, but we recommend you complete the stated prep course(s) or possess the equivalent knowledge prior to enrolling in this course:

 Networking, Prospecting, & Converting Leads

Who should take this course? 

This course is for current or aspiring financial planning and wealth management professionals who want to master the crucial step in the client-advisor journey where a prospect can be converted to a paying client. Whether you are or aspire to be an advisor at a large firm or to start your own practice, this course teaches the essential skills you need to have your best shot at converting prospects into clients with a first-class client discovery meeting. Master client discovery, and you’ve developed a strong current converting leads upstream.