QUESTIONS TO ASK A PROSPECT

Standard Discovery Questions

• (I want to be sensitive to your schedule today) How much time do you have available for our meeting? OR Do you have any time constraints or any appointments after this one?
• (Here’s the agenda for our meeting today) Is there anything not on it that you would like to discuss?
• What has been your past experience in working with a wealth advisor? What have you liked? What could have been improved?
• How will you define if our relationship is a successful one? What would have to happen over the next year or two in order for you to look back and say we’ve really been a big help to you?

Master List of General Discovery Questions

The link below provides a master list of good discovery questions you can reference to find ones you like:

• Comprehensive list of discovery questions

Targeted Discovery Questions

Use the following tool to develop your own targeted list of questions:

• A Customized Tool that helps create a list of 3-5 targeted questions to ask based on profiling information

OR use one of the following pre-populated lists of questions for particular profile of clients:

• Targeted Questions for Business Owners
• Targeted Questions for Corporate Executives
• Targeted Questions for Physicians