Michael Yoder · Financial Advisor Success · Creating Effective Discovery Meetings To Convert 100% Of (High-Value) Prospects Into Clients with Michael Yoder
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Maintain a master list of 12-15 common goals and present it after the discovery questions to prompt prospects to reconsider their top three goals
75% of the time prospects change at least one of their top three goals after seeing the list
“We call it our mission and vision dashboard ... what is the goal of the company overall? What are your quarterly goals? What is your one, three, and five-year goals?”
“Even at three agents, what we found was three agents were not aligning on a simple goal more than 16% of the time.”
“We're still going to do opening, then discovery, then presentation close. We just flip the amount of time from discovery to presentation.”
“We did some modelling for clients recently who were pursuing a financial independence goal. We found that if they wanted to achieve their goal without needing to sell down any investments, they could both cease work at age 55.”
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