Mastering Client Discovery

Understand the importance of a discovery meeting as a point of client conversion or

Describe the purpose of the meeting and what steps advisors can take—from initiating the meeting to the structure of the discussion and follow-up materials—to present themselves in the best professional light
Learn by seeing example scenarios of “dos and don’ts” for a successful client discovery meeting

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Corporate Finance Institute

Overview

Mastering Client Discovery Overview

Client discovery is the meeting in which an advisor presents themselves formally in a professional setting, likely for the very first time.

Advisors invest time in networking and prospecting, and when a warm lead develops, requesting a discovery meeting is the opportunity to convert the prospect into a paying client. Mastering this meeting is essential to building your book of business.

This course focuses on the second step of the FPWMP client-advisory journey. It explains the importance of the discovery meeting, how to make sure the request for one is well received, and when it is, what steps to take so that you are showcasing yourself in the best professional light possible.

Mastering Client Discovery Learning Objectives

Explain why client discovery meetings are a crucial step in the FPWMP client-advisor journey
Create a playbook of templates and materials you send clients for each step of client discovery—from requesting the meeting to following up
Describe how to successfully manage prospective client objections that commonly arise during discovery meetings

Recommended Prerequisite Program

This preparatory program is optional, but we recommend you complete the stated prep course(s) or possess the equivalent knowledge prior to enrolling in this course:

Networking, Prospecting, & Converting Leads

Who should take this course?

This course is for current or aspiring financial planning and wealth management professionals who want to master the crucial step in the client-advisor journey where a prospect can be converted to a paying client. Whether you are or aspire to be an advisor at a large firm or to start your own practice, this course teaches the essential skills you need to have your best shot at converting prospects into clients with a first-class client discovery meeting. Master client discovery, and you’ve developed a strong current converting leads upstream.

What you'll learn

Lesson

Multimedia

Exams

Files

Additional Discovery Information

Conclusion

Qualified Assessment

This Course is Part of the Following Programs

Why stop here? Expand your skills and show your expertise with the professional certifications, specializations, and CPE credits you’re already on your way to earning.

Financial Planning & Wealth Management Professional (FPWMP™) Certification

Skills Learned Financial Learning, Business Development, Investment Management, Practice Management, Relationship Management
Career Prep Financial Planner, Investment Advisor, Portfolio Manager

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What Our Members Say

Excellent Experience

CFI stands as the premier platform for both finance students and professionals.

Yaseen Ghori

client discovery

Very good scenario creations and debriefing.

venugopal rajamanuri

Frequently Asked Questions

If you haven’t found your answer from our FAQ, please send us a message.

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What are the requirements to take the courses?

All of our certification programs are open to students and professionals in various industries and levels of experience. Our curriculum is designed to teach what you need to know from basic fundamentals to advanced practical case studies. To take the courses and complete the exercises, students will only need access to a PC and/or Mac, Microsoft Suite (2016 or newer), and a stable internet connection. Click here to view the Technical Requirements

Can I download the Excel files and financial modeling templates for the course?

Absolutely! All the files and templates needed in a course are available for download. Just look for a module that shows Downloadable Files within the course dashboard. See here for a visual guide on how to do this.

How long do I have to complete the courses?

You will have yearly access to the courses as long as you maintain an active subscription. All the courses are self-paced as well so you can take your time in learning without worrying about any deadlines. Click here to compare our available enrollment options.

Are CFI courses officially accredited?

Yes, CFI is accredited by the Better Business Bureau® (BBB) to maintain training standards, the CPA Institutions in Canada, and the National Association of State Boards of Accountancy (NASBA) in the USA. Most of our courses qualify for verified CPE credits for CPA charter holders. Please refer to this page to view all available CPE credits.

Are there any additional fees or costs?

None! The bundle price includes everything and there are no additional fees or charges to earn your digital certification. You can see our enrollment fees listed here.

What currency are your courses priced in?

All our online courses are priced in USD. As this is a recurring payment, we accept all major credit and debit cards including Visa, MasterCard, and American Express.

How do I earn my certificates?

Students must complete all the video lessons, quizzes, and final assessments in each course. You can retake the assessments as many times as necessary until you reach an 80% passing grade. For more information on how to earn a course certificate, click HERE.

How are the exams conducted?

Students are required to complete an online assessment (Multiple choice questions, Fill-in-the-Blanks, and Excel Questions) at the end of each course. You can take the exams on your own schedule and will need to earn at least 80% to pass the course and earn your certificate of course completion. Please note that course exams can be repeated as many times as you need. Students are also required to complete the FMVA® final exam to earn their certification. How to Take a Qualified Assessment

Can I email the instructor if I have questions?

While the courses are designed mainly for self-study, we are happy to provide email assistance for general or technical support inquiries. The Full Immersion bundles include a premium email support function that allows you to communicate directly with in-house experts regarding course content. This is one of the key features that sets the Full Immersion bundle apart and makes it a worthwhile upgrade over the more affordable self-study bundle. You can compare more features in our bundles here.

Will these courses help me advance my career?

Based on hundreds of reviews from thousands of students we know how CFI courses have helped so many people advance their finance careers. Our courses are designed to be extremely practical and simulate the experience of being trained as a professional financial analyst…the ultimate way to advance your career. For real-world examples and to help delve even deeper into the course concepts, please look into our free career resources library.

Mastering Client Discovery

Mastering Client Discovery Overview

Mastering Client Discovery Learning Objectives

Who should take this course?

Mastering Client Discovery

What you'll learn

Introduction

Our Place on the FPWM Client-Advisor Journey

Client Discovery Meeting Overview

Client Discovery Meeting Outcomes

Essential Skills for Successful Client Discovery

Additional Discovery Information

Conclusion

Qualified Assessment

This Course is Part of the Following Programs

Financial Planning & Wealth Management Professional (FPWMP™) Certification

What Our Members Say

Yaseen Ghori

venugopal rajamanuri

Frequently Asked Questions