*** Proof of Product ***
Exploring the Essential Features of “Meeyeon Park – Mastering Client Discovery – CFI Education”
Mastering Client Discovery
- Understand the importance of a discovery meeting as a point of client conversion or loss in the FPWM client-advisory journey
- Describe the purpose of the meeting and what steps advisors can take—from initiating the meeting to the structure of the discussion and follow-up materials—to present themselves in the best professional light
- Learn by seeing example scenarios of “dos and don’ts” for a successful client discovery meeting
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:
- Networking, Prospecting, & Converting Leads
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.
What you’ll learn
Introduction
Course Introduction
Learning Objectives
Downloadable Files
Our Place on the FPWM Client-Advisor Journey
Where We Are on the FPWM Client-Advisor Journey
Client Discovery Meeting Overview
Purpose of a Client Discovery Meeting
Why Client Discovery Meetings Are Important
What Makes a Great Discovery Meeting
Client Discovery Meeting Outcomes
Experience with Investing, Types of Investments
Personal Balance Sheet and Income
What is the Client’s Real Risk Tolerance
What is the Prospective Client’s Investment Objective
Interactive Exercise 1
Essential Skills for Successful Client Discovery
Reaching Out to a Warm Prospect
Scenario 1: Rushing Into Conversation Too Quickly (Scene 1)
Scenario 1: Rushing Into Conversation Too Quickly (Scene 2)
Scenario 2: Too Fast Too Furious (Scene 1)
Scenario 2: Too Fast Too Furious (Scene 2)
Scenario 3: Just Pick One (Scene 1)
Scenario 3: Just Pick One (Scene 2)
Additional Discovery Information
Additional Discovery Information
Conclusion
Conclusion
Qualified Assessment
Qualified Assessment
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