Discovery Meeting Mistakes You’re (Probably) Making—and How Fixing Them Will Boost Your Bottomline (01-11-23)
- Shared screen with speaker view
Doug Pierce
17:21
Upcoming Horsesmouth Workshops:https://www.horsesmouth.com/workshops
Christopher Holman
23:36
We find that the “ideal” discovery meeting should have a mix of both organized and impromptu. And Impromptu is when you are listening/responding to your prospects.
Christopher Holman
25:11
Another way to think about this is that you are “co-creating” the agenda with the client
Christopher Holman
27:03
Most discovery meetings are “advisor-centric”
Christopher Holman
27:25
From what we have observed…
Christopher Holman
32:22
Likability…Trust…and Competence
Michele Holton
39:31
What is the software called she uses?
Tan Phan
40:10
https://holistiplan.com/
Michele Holton
41:11
Thanks Tan!
G.A. STOPP
42:01
yes thanks
Kevin Frette
42:10
I missed the first 15 minutes, what were the first 5 mistakes?
Christopher Holman
42:55
Kevin…we’ll be sending you a recording of the whole webinar.
Christopher Holman
43:44
Data collection is not “trust-building”
Jonel Tomines
44:39
Are you actually going to give an example or template of good close ended questions?
Kevin Frette
44:40
Thank you Chistopher!
Christopher Holman
45:37
Jonel…do you mean good open-ended questions?
Jonel Tomines
47:54
yes I did, thank you.
Matt Suttner
49:06
Can you please go back to Mistake #11? I missed that one
Christopher Holman
49:11
Jonel…the obvious question is “What are you most concerned about financially?”
Christopher Holman
49:45
Matt…we’ll be sending out a replay to you.
Al Ryerson
49:47
As it relates to Holistiplan, I can tell you as a tax guy from way back (and current HP user), it will be a positive tool for over 95% of your clients/prospects.
Christopher Holman
50:48
Al…thanks. The thing about Holistiplan is that it is an excellent demo of your competence.
Christopher Holman
56:28
James is talking about a role play…which is an optional part of the Discovery Workshop…which we’ll talk about in a few minutes.
Doug Pierce
57:51
Discovery Meeting Workshop (Feb 1-2):https://www.horsesmouth.com/discovery