Advisor Institute

Engaging Clients Through Discovery


Financial Advisors


In a recent study,* when asked to identify what high-net-worth clients expect from their financial advisor, 89% of respondents indicated he/she “takes the time to understand their needs, goals and risk tolerance.” 86% of respondents indicated “proposes solutions customized to my needs and goals.” 84% of respondents indicated “he/she looks at my entire financial picture.” Advisors who master the discovery process, are more apt to meet the expectations of their clients by developing much deeper and more personalized relationships.
Challenging advisors to take their client knowledge to new levels, Engaging Clients Through Discovery stimulates self-assessment and best practices sharing. It provides advisors with a consistent process to obtain the most relevant insights, build trust and set a path to deeper client loyalty, increased assets and referrals.
This program includes a complete discovery process using a questioning strategy focusing on client goals, values, interests and assets framed in a structured client discovery meeting.


Objectives and Outcomes

Understand the key motivators that drive clients to do business with an advisor
Apply a consistent structure for conducting client discovery meetings
Enhance discovery aligned with client goals, values, interests and assets
Implement five-step process to enhance client discovery process


Delivery Formats

Large Group Presentation
Consultation / Coaching


Program Collateral

Advisor Reference Guide


Requests and Additional Information:

For more information on any of these programs, advisors should contact their Regional Investment Consultant 1-800-334-6899

*The Cerulli Report: U.S. Retail Investor Products and Platforms 2018. Exhibit 1.07 “Factors Rated Extremely Important in Selecting a Financial Advisor by Advice Orientation, Phoenix Marketing International 2017.”

BNY Mellon Investment Management encompasses BNY Mellon’s affiliated investment firms, wealth management services and global distribution companies, including BNY Mellon Securities Corporation and The Bank of New York Mellon. BNY Mellon is the corporate brand of The Bank of New York Mellon Corporation. This material has been distributed for informational purposes only and should not be considered as investment advice or a recommendation of any particular investment, strategy, investment manager or account arrangement. Information contained herein has been obtained from sources believed to be reliable, but not guaranteed. Please consult a legal, tax or investment advisor in order to determine whether an investment product or service is appropriate for a particular situation. No part of this material may be reproduced in any form, or referred to in any other publication, without express written permission. BNY Mellon Investment Adviser, Inc. and BNY Mellon Securities Corporation are subsidiaries of BNY Mellon.