Discovery
For financial advisors
Know what to say before the client says it.
Rehearse the conversation before it counts.
Practice the conversations that win new clients and grow existing relationships. Speak out loud with lifelike clients who push back, then get specific feedback on what to say next time.
Practice with fictional clients: don't enter real client details.
1.Practice the conversation.
Objection handling“Why would I hire an advisor when I could put money in an index fund?”
90 seconds free. End the conversation whenever you like.
- After a full practice session, get a scorecard with immediate feedback and recommendations on what to do differently.
- Try again, choose a different scenario, or practice a specific product.
Example from a different scenario: DIY Investor Reconsidering.
What you get after every session
Scored as if a master advisor sat in.
This isn’t a meeting summary. Every session is scored against how top producers actually run these conversations: probe before you answer, earn the concern, close on a date.
- What happenedYour overall score and a skill-by-skill read on the whole conversation.
- Where it turnedThe timestamped moment that won, or lost, the client’s trust.
- What went wellThe moments that earned trust, each with its timestamp. Hear them back.
- What to work onEach miss paired with the line to try next time.
- What stayed buriedThe concern the client never quite trusted you with.
- What to practice nextOne focused session to run next, not a lecture.
Session review
DIY Investor Reconsidering · David
75
/ 100 · Solid
Parked the fee objection cleanly and landed a real advance, but left the rollover IRA untouched.
Objective metStrongest · Moving it forward 90Biggest gap · Discovery 58
12 minsession length
8questions you asked
42 / 58talk ratio, you / clientClient talked more
The seven skills
Focus next · Discovery
When a prospect mentions an account he’s been avoiding, stop and open it right there.
The moment that mattered · 00:24
Missed“There’s also an old retirement account. I haven’t really looked at it in a while.”
The first hint at the account. It went past without a follow-up, and came up again at 01:09.
What went well
00:16
Refused the fee debate. David opened with ‘1% of $4 million is a lot to pay’ and the reply was ‘That’s true’, then a question about how he manages things. That one move avoided the losing argument and opened the real conversation.
3 more in the full scorecard
What to work on
01:09
David flagged an old retirement account twice, at 00:24 and again at 01:09, and it was never explored. One question (‘what’s in it, and how big is it?’) would likely have opened the $800k rollover and the backdoor Roth problem underneath it.
4 more in the full scorecard
Book a demoto see the full scorecard
The conversations you dread are in here. Practice until they’re easy.
The tenth time you hear it, it isn’t a curveball anymore. It’s your cue.
Win new clients
Objection handling
“My brother-in-law handles our investments.”
Reading the room
“I’m really concerned about what’s happening. Should I move everything to cash?”
Communication
“So how do your fees work?”
Moving it forward
Turning a referral into a meeting.
Increase wallet share
Life insurance in the estate plan
“How do we make sure the kids actually get what we leave them?”
Structured notes
“A friend is getting 5% on a structured note. What is that?”
Securities-based lending
“I have a huge gain in this stock, but I don’t want to pay the taxes to sell it.”
SMAs and model portfolios
“Who would actually be managing my money?”
Traditional vs. Roth IRA
“Should we be doing a backdoor Roth?”
Train by skill
Five skills, one at a time.
Each drill trains one skill. Full scenarios put them all together in one scored conversation.
Discovery
Ask the questions that uncover what really matters.
5 drills
Objection handling
Respond well when a client pushes back.
10 drills
Reading the room
Notice what the client is feeling, and show them you get it.
8 drills
Communication
Explain a financial idea so a smart non-expert gets it.
12 drills
Moving it forward
Agree on a clear, mutual next step.
8 drills
Full scenarios
Put every skill together in one scored conversation. Counts toward your Progress trend.
Never client-facing.Sessions happen with fictional clients. Cadence Coach doesn't join, record, or transcribe client meetings.
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