The End of the Discovery Meeting

Advisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives.

Advisors have always considered the discovery meeting unchallengeable.


For years, even decades, advisors have been taught to always include these components in the initial meeting with a prospect:

  • Relationship building (or rapport);
  • Fact finding;
  • Showing value;
  • Illustrating potential solutions; and
  • Asking the prospect to bring their financial documents to a second meeting to review.