During the frame-up of a Discovery meeting, ask the potential advice client whether there is any burning issue they’d like to address during the meeting. Clearly adding a client’s burning issues to the agenda at the beginning of a Discovery meeting has several...
As discussed in Part 1 of this series of articles, the purpose of a Discovery meeting differs from that of a traditional financial planning meeting. In order to achieve that new purpose, assumptions based on previous experiences and traditional methods must be set...
Establishing context at the beginning of any meeting is one of the most important steps you can take to ensure that the meeting is effective. People need to know why they’re attending. They need to understand what the meeting is intended to accomplish. An agenda –...