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Many advisors avoid asking sensitive questions in discovery meetings because they’re afraid of alienating the prospect. This is a big mistake. Here is what to say, when to ask, and why these more personal questions are so important.
For many advisors, the discovery meeting process is completely homegrown. Only about half have ever received any training running such meetings. One key area for improvement is the type of questions you ask.
To keep your firm alive and growing, you have to continually bring on robust new clients. That means your discovery meeting may be the most important meeting you ever attend. These actionable pointers can make it everything it should be.
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