First impressions matter, but a great discovery session is what turns a prospect into a client. In a recent episode of Andy & Ermos Live, the duo broke down exactly how to ask the right questions, build trust, and uncover what truly matters to your prospects—without making it feel like an interrogation.
If you want to hear the full conversation, check out the episode here.
Here’s how to level up your discovery sessions and turn more conversations into long-term client relationships.
Before diving into numbers and planning, your first job is to make prospects feel comfortable. Research shows that using their name and referencing personal details from their profile can increase engagement and trust by 76%.
So instead of jumping straight into financial talk, start with a personal connection:
✔️ “I saw you’re planning to retire in five years—how are you feeling about that?”
✔️ “Your kids are in college now, right? That must be a big transition!”
Small details create instant rapport, making prospects more likely to open up.
Most advisors start with too much talking—when they should be listening.
Want an easy way to get prospects to share what’s really on their mind? Try this simple but powerful question:
“What’s on your mind?”
This open-ended question does two things:
From there, your job is to dig deeper.
Many clients start with vague concerns:
❌ “I just want to make sure I’m on track for retirement.”
❌ “I think I should be investing more.”
But these are just surface-level statements. Your goal is to find out what’s driving those concerns.
Try asking:
✔️ “What does ‘being on track’ mean to you?”
✔️ “What’s making you feel like you need to invest more?”
These follow-ups help reveal the real pain points, allowing you to offer personalized solutions instead of generic advice.
At some point, you need to talk numbers—but jumping straight into “Let’s go over your assets” can make prospects shut down.
Instead, ease into the financial conversation naturally:
✔️ Reference something they mentioned earlier: “You said you’re unsure about retirement. Would it help if we looked at your current setup?”
✔️ Ask about emotions, not just numbers: “How do you feel about your current financial situation?”
By making it a collaborative discussion rather than a checklist, prospects feel heard and understood—not just analyzed.
Once you’ve uncovered their concerns, it’s time to help them feel confident moving forward.
Some of the biggest fears prospects bring up:
Instead of dismissing these fears, acknowledge them and provide clear, simple guidance. A good response might be:
"That’s a valid concern. One thing I’ve seen work well is [insert strategy]. Would you like to walk through how that might look for you?"
This approach keeps them engaged and makes them feel like you’re working together—not just selling them something.
Mastering discovery sessions isn’t just about knowing what to say—it’s about practicing it in real conversations.
That’s why advisors in Andy & Ermos Live are encouraged to take one key takeaway and implement it immediately.
Want to fine-tune your approach? Join us at Plancraft, where advisors workshop real client conversations, get live feedback, and sharpen their skills with Andy and Ermos.
🔗 Join the Next Plancraft Session Here
A great discovery session doesn’t just get you a client—it builds long-term relationships. Start using these strategies today and watch your conversations (and conversions) improve.