“We're still going to do opening, then discovery, then presentation close. We just flip the amount of time from discovery to presentation.”
CS
Chris Smith
Financial Advisor Success ·
“Jonathan… I’m going to take 90 minutes to block it out… our jaw is on the floor.”
Financial Advisor Success · Creating Effective Discovery Meetings To Convert 100% Of (High-Value) Prospects Into Clients with Michael Yoder
Play from 44:13
44:13
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What was described
Conducted a 90-minute discovery session with Michael and Annette to demonstrate the value of values-focused discovery
90 minutes
Said nearby on the same subject
“If you plead your case with 20 different alternatives … that’s going to define the scope of the discovery as well. If your case is clearly focused on your strong case at the outset, then hopefully it’ll avoid overly expansive discovery.”
JW
Justice Michael Wigney
On Just Terms ·
“We tell people to expect 30 minutes… the intro call was to prevent the discovery meeting from going sideways.”
MK
Michael Kitsis
Financial Advisor Success ·
“We call those crucibles… environments in which it's possible for agents to make incredible discoveries…”
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