Engaging Clients Through Discovery
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
Large Group Presentation
Consultation / Coaching
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.”
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