Doctors Don’t do Discovery Meetings

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It’s time to question and challenge the notion of the “discovery” meeting. For many advisors, this is as close to sacrilegious as you can get – how dare one challenge what the leaders of the profession have always preached and still espouse today? Consider that, as professionals, advisors should get the same respect, trust and authority as doctors. But doctors don’t do discovery meetings.

The notion of discovery was invented in the early 1980s before the profession became commoditized. It was used successfully for decades as a peer-to-peer communication framework between two professionals, engaged in the mutual gathering and disclosure of knowledge and information. That was based on the assumption that the information shared was uniquely available from the advisor sharing it. Fast track to today. Information and knowledge have become commoditized and most people already have an advisor or they’re in “shopping” mode. Doctors operate differently, and here’s the distinction you need to understand to avoid becoming commoditized.

A doctor’s job is to tell their patient the underlying issues that are impacting the problem they’re experiencing, make sure they’re committed to addressing it, then prescribe what must be done to fix it.

That’s not a peer-to-peer interaction between two equals where information is shared.

It’s an authority-based interaction between an expert and a non-expert, where instructions are handed down.