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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Keep a master list of 59 discovery questions, but select ~25 for each meeting based on the prospect’s background (e.g., skip business-owner questions for non-owners)
59 total questions, ~25 used per meeting
“Closing the first meeting with an assertive assumption rather than asking if the prospect has any questions increases the chances the prospect will schedule a second meeting”
“The single most effective tactic is discovery… we read Never Split the Difference… we ask them questions… we keep them talking… that’s when we had a lot better results”
“We tend to not bill much based on professional hours. We work much more on fixed contracts than we ever did before. But we still keep the time so we can answer those questions”
“Start a customer question list. Every question a customer asked you for a week, written down in their words.”
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