How to Create Maximum Emotional Impact During the Deep Discovery Conversation

Most advisors know that clients don't walk into their office with their financial hopes, dreams, goals and concerns all neatly organized on a mental spreadsheet. New, prospective clients especially experience their financial lives as a jumble of competing priorities and wishes. In this deep-diver conversation Scott and Ken explore how advisors can use a simple exercise with 5x8 cards to help clients clarify what they want their future to look like and how to define and organize their priorities. Not only does the exercise help the advisor understand the client more deeply, but it also helps the client understand themselves. As Ken explains, one client who went through the exercise exclaimed, "You have bound the chaos of my life!" to their advisor – all this in the second meeting they had with each other. Also in this episode, the AllianceBernstein Digital Coach – see practice management solutions for advisor success: abfunds.com/go/digitalcoach DISCLAIMER Note to All Readers: The information contained here reflects the views of AllianceBernstein L.P. or its affiliates and sources it believes are reliable as of the date of this podcast. AllianceBernstein L.P. makes no representations or warranties concerning the accuracy of any data. There is no guarantee that any projection, forecast or opinion in this material will be realized. Past performance does not guarantee future results. The views expressed here may change at any time after the date of this podcast. This podcast is for informational purposes only and does not constitute investment advice. AllianceBernstein L.P. does not provide tax, legal or accounting advice. It does not take an investor's personal investment objectives or financial situation into account; investors should discuss their individual circumstances with appropriate professionals before making any decisions. This information should not be construed as sales or marketing material or an offer or solicitation for the purchase or sale of any financial instrument, product or service sponsored by AllianceBernstein or its affiliates.