Full day
Flagship
The Discovery Advantage
The first meeting decides everything that follows, and most advisers have never heard
themselves run one. This day fixes that. Nine sessions, four role-play cases, and by five
o’clock every person in the room has a scored profile of their own discovery meeting,
a named peer partner and a date in the diary.
The design principle is simple and it is why the day works: advisers change
their meetings when they hear themselves on a recording, or when a colleague scores them and
names the timestamp. An adviser told their airtime is too high will nod and change nothing.
The same adviser who predicts 45 per cent, tallies 71 by hand, and has to say the number out
loud changes something that week. Every session therefore ends in something produced, a number, a written sentence, a scored sheet or a commitment somebody else heard.
The day covers: the hour that decides everything; the Four
Gates and the Six Movements; settling and framing the meeting; talk-time measurement; the
craft of questioning; laddering from a stated goal to what it actually means; the money
conversation; a full meeting run and scored against the Discovery Quality Index; and your
first ninety days with a partner and dates against it.
You leave with: your own discovery meeting scored out of 120,
your measured talk-time ratio, a question bank in your own words, a rehearsed price conversation,
and a ninety-day follow-through somebody else is holding you to.
Numbers: eight to twenty. Below eight the trios stall; above
twenty the scored role play overruns and takes the last session with it. Larger rooms run with a
second facilitator. Every participant works from their own copy of the book, provided.
Not technical training, nothing in the day touches tax,
investment selection or product. Not an assessment either: the Discovery Quality Index is a
training instrument, and it is said out loud before anyone scores anyone, because the moment
people believe the scores go somewhere the scores stop being honest. Can run as two half days.
Full day
Client Engagement Masterclass, The First Call
Every adviser has produced a technically flawless plan that the client nodded at, took away and never acted on, and the reason was almost never the numbers. This masterclass treats client engagement not as a personality trait you were born with, but as a learnable professional discipline you can practise, measure and build a business around.
Morning: the research, the science and the core skills. Afternoon: walking your own client journey end to end and rebuilding it.
Through five practical components, live exercises and worked scripts you will audit your own talking ratio, build a question bank in your own words, run the values and discovery tools on real client examples, and rehearse the market-fall conversation before you ever need it.
You leave with: preparation sheets drafted, engagement letter rewritten, and a 30-60-90 day plan with dates against three committed actions.
And one question that decides everything: when something frightening happens, are you the first person they think of?
Half or full day
Crafting Your Value Proposition
Most practices do not have a marketing problem. They have a proposition problem, and it shows up as discounting, slow referrals and prospects who cannot repeat back what you do.
A working session that takes you from "we do holistic financial planning for people who value advice" to a proposition a client can repeat to a friend without you in the room. We start with who you are actually for, what changes for them because of you, and what that is worth, then we write it, test it and put it where prospects will find it.
You leave with: a defined ideal client, a written value proposition, three tested versions of how you say it, and the fee conversation that follows from it.
Best run with the whole team in the room. Numbers capped.
