Session Description: Discovery meetings are multidimensional. Discovery meetings gather client data, build trust, and secure the client relationship. In this presentation, advisors will learn from two leading experts in the psychology of financial planning - Drs Kristy Archuleta and Meghaan Lurtz. Learn what is going on in the prospects and clients mind and how the questions advisors ask can do things like: encourage signing up as clients, get excited about their "goals" and improve follow through, and build trust without going too deep. Advisors will also practice and interact with one another to skill build.
Learning Objectives:
Describe the psychology at play in the client/prospect's mind during a Discovery meeting.
Learn new questions to ask during Discovery that pertain to the client/prospects psychology.
Practice asking and responding to new questions for more engaging Discovery meetings.
