Overview
Mastering Client Discovery Overview
Client discovery is the meeting in which an advisor presents
themselves formally in a professional setting, likely for the
very first time.
Advisors invest time in networking and prospecting, and
when a warm lead develops, requesting a discovery
meeting is the opportunity to convert the prospect into a
paying client. Mastering this meeting is essential to building
your book of business.
This course focuses on the second step of the FPWM
client-advisory journey. It explains the importance of the
discovery meeting, how to make sure the request for one is
well received, and when it is, what steps to take so that you
are showcasing yourself in the best professional light
possible.
Mastering Client Discovery Learning Objectives
- Explain why client discovery meetings are a crucial step in the FPWM client-advisor journey
- Create a playbook of templates and materials you send clients for each step of client discovery—from requesting the meeting to following up
- Describe how to successfully manage prospective client objections that commonly arise during discovery meetings
Recommended Prerequisite Program
This preparatory program is optional, but we recommend you complete the stated prep course(s) or possess the equivalent knowledge prior to enrolling in this course:
Who should take this course?
This course is for current or aspiring financial planning and wealth management professionals who want to master the crucial step in the client-advisor journey where a prospect can be converted to a paying client. Whether you are or aspire to be an advisor at a large firm or to start your own practice, this course teaches the essential skills you need to have your best shot at converting prospects into clients with a first-class client discovery meeting. Master client discovery, and you’ve developed a strong current converting leads upstream.
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See All Certification ProgramsWhat you'll learn
Lesson
Multimedia
Exams
Files
Our Place on the FPWM Client-Advisor Journey
Client Discovery Meeting Overview
Essential Skills for Successful Client Discovery
Scenario 3: Just Pick One (Scene 1)
Scenario 2: Too Fast Too Furious (Scene 1)
Reaching Out to a Warm Prospect
Scenario 1: Rushing Into Conversation Too Quickly (Scene 2)
Scenario 2: Too Fast Too Furious (Scene 2)
Scenario 3: Just Pick One (Scene 2)
Scenario 1: Rushing Into Conversation Too Quickly (Scene 1)
Additional Discovery Information
Conclusion
Qualified Assessment
This Course is Part of the Following Programs
Why stop here? Expand your skills and show your expertise with the professional certifications, specializations, and CPE credits you’re already on your way to earning.
Financial Planning & Wealth Management (FPWM)™ Certification
Mastering Client Discovery is part of the Financial Planning & Wealth Management (FPWM)™ certification, which includes 29 courses.
- Skills Learned Financial Learning, Business Development, Investment Management, Practice Management, Relationship Management
- Career Prep Financial Planner, Investment Advisor, Portfolio Manager
Learner Reviews
Excellent Experience
CFI stands as the premier platform for both finance students and professionals.
CFI stands as the premier platform for both finance students and professionals.
