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Discovery Shift

By Chris Holman

Discovery Shift

By Chris Holman

0 - Default Title
Description
The discovery meeting isn't broken. It's misunderstood.If prospects leave unconvinced, the issue is often the conversation-not your expertise. Discovery Shift shows what actually happens in real first meetings, and what to do differently.
Written by Chris Holman, executive coach and former financial advisor, Discovery Shift reframes discovery as the most critical moment in the advisor-client relationship. Drawing on real-world observation and coaching experience, the book challenges the idea that discovery is simply a fact-finding exercise.
The book focuses on discovery meetings for financial advisors and what helps-or quietly hurts-trust in the first conversation. It examines why advisors often talk through key moments, why prospects may not feel fully understood, and how small behavioral changes can significantly improve engagement and clarity.
Inside, readers learn how to:Create emotional safety so prospects share more than surface factsRecognize and work with unspoken emotional cuesReduce conversational dominance and increase collaborationAsk better questions with clients to deepen understandingAdapt discovery conversations to different prospect typesMove from insight to action after the first meeting
Discovery Shift is not a script or checklist. It is a practical mindset shift designed to improve financial advisor client conversations, strengthen communication skills, and support trust based financial planning. It is especially relevant for advisors committed to client&nbs
Product details
Binding:
Paperback
Number of Pages:
184
Release Date:
2025-09-23
Publication Date:
2025-09-23
Publisher:
Discovery Shift Press
Languages:
Original: English
ISBN10:
0976780402
ISBN13:
9780976780403
GPSR Manufacturer Reference:
[email protected]
Weight:
276 g
Height:
152 cm
Width:
229 cm
Thickness:
10 cm
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