Discovery Call Framework

​Discovery Call Framework:
 
Time Check 
“Thank you for scheduling this time with me today. I have us down for a quick 15 min chat, does this still work for you?”

Their Goal For The Call 
“What about my outreach interested you enough to want to jump on a call with me?”

Set The Agenda
“What I have found best to work on these calls is to learn a little more about your needs and goals and explain how I will be able to help you, and at the end of this call if there seems to be a good fit for us to continue the conversation then we will move in that direction. Does that work for you?” 

Narrow In On The Problem 
“Which of these would you say is most important to you when it comes to [working with an advisor, your retirement, your life insurance needs, INSERT YOUR OWN HERE]?”

Current State
“I’m curious, what isn’t working for you to the level that it should be?”

Client Story
Share how you personally have helped a client overcome this same exact challenge and what results came of working with you.

Ideal Future State 
“I’m curious, in your perfect world, would this same exact solution help you if I was able to take you from where you are today to where you want to be?” **Insert their exact problem and goal. 

Priority & Tentative Timeline
“How long have you been trying to solve for this? 
Is it your goal to figure this out this month or next month?”
Posture Statement 
“It sounds like we are drawing clarity and heading in the right direction, if it is ok I’d like to share some feedback with you on how I am able to help you, fair enough?”

Transition – Value Proposition
Specific to revealed challenges and goals. Have a clear value proposition on where you can help them and specifically how. 

Client Testimonial 
Share another short testimonial 

Business Impact 
“From your perspective what impact will this make on your family/business/retirement?”

Personal Impact 
“... and what about in your personal life?” 

Next Steps 
Educate them on how you normally move forward with prospects that are interested in doing business with you, but allow them the opportunity to suggest next steps. 

“Usually after these initial introductory calls we line up a second conversation where we deep dive into a specific action plan that provides you with customized solutions. After that, if everything makes sense we can discuss moving forward. But, before I get too far ahead of myself, what do you think makes sense as the next steps?”

Calendar Invite 
“As I pull up my calendar, is there anyone else that needs to join us in our next meeting? 

 
Post Call Action Items:
Gather Deliverables 
Send whatever you said you would send them between now and your meeting (content, unanswered questions, research, etc.)

Follow Up Email 
Create a F/U email template that you can use with everyone moving forward.
 
Thank them for their time, recap the meeting, list their challenge, list your solution, list your plan of action, list expectations and timeline of next steps/meeting.

Update Tracking/CRM 
Document and update the conversation and create future tasks
 
Social Interactions 
Interact with them in some way by connecting with them right after the meeting, or dropping a comment on their accounts. Show your level of interest to help them even after the call.