Adapting Discovery for Different Prospect Types

RELATED CONTENT

Competence vs. Connection: What Prospects Are Actually Assessing

Prospects size you up quickly. What most of them are looking for is a trusted connection. Demonstrations of competence can wait. You need to make an emotional connection first. Here’s how.

Breaking the Cycle of Conversational Dominance: Creating Space for True Connection

Over-talking is a habit—one that is important for you to break. Prospective clients want to feel heard. Use these steps to create openings in your discovery conversations to amplify your prospects’ voices.

The Hidden Truth: Why Prospects Don’t Always Tell You Everything

Sometimes prospects don’t tell all. They hold back important information that can throw financial planning askew. Understanding why someone might hide the truth can help you create open conversations and deeper connection.