Chapter 1
The Goal of Deep Discovery
The goal of Deep Discovery is to help you understand the person behind the wealth.
Transcript
The goal of Deep Discovery is to help you understand the person behind the wealth. People don't make financial decisions in a vacuum. And while traditional financial planning questions tell you what your client is doing, they don't answer why. We believe that finding out the why can dramatically improve not only the quality of your client relationships, but also the advice you provide them. The Deep Discovery interview is designed to help you understand your client's perceptions and misperceptions. Uncover your clients and prospects true financial needs and challenges. Diffuse anxiety by demonstrating your highly systematized approach to managing wealth. Introduce the sophisticated capability of your highly specialized team of financial professionals. Highlight your extensive professional network and how it integrates into your wealth management process. Position yourself as your client's CFO, who will help organize their complex financial lives, and finally build rapport by demonstrating you understand and care about your clients. But the key to getting the answers you need is to build trust.