Your Discovery Session is the start of your clients’ paid journey with you, and it’s time to wrap your arms around what they have going on and help them to see a path forward. It’s a pivotal step in the client journey because not only is it the launchpad for your client’s financial transformation, it’s also an opportunity for you to tee up more coaching.
For a handy visual of the whole client journey, be sure to download our Client Journey Roadmap.
The overarching reason for the Discovery Session is clarity, which is a vital first step in financial transformation. In my early days as a financial coach, I rushed into solutions without fully understanding the client’s situation.
Clarity goes beyond numbers; it’s about visualizing a better future and the steps to get there. It’s the heart of the Discovery Session. Start here, every time.
Detailed Discovery Session Flow
Steps 1 & 2: Building Rapport and Setting Expectations
Begin by creating a relaxed atmosphere with friendly small talk. This helps ease any client nerves and sets a comfortable tone. Then, transition into outlining the session’s goals and agenda, establishing your role as a leader and guide in their financial journey.
Script example: “If I steer our conversation in a different direction, it’s only to ensure we cover all the crucial aspects of your financial situation.”
GROWTH CHECKPOINT 1: Are you setting a clear expectation of what you can accomplish together that day and what will need to be accomplished in future sessions?
Step 3: Establishing Vision and Goals
Dive deeper into their financial aspirations. Use their questionnaire responses to guide this discussion, making it interactive and personal. This is where you help them articulate their dreams and start to link their financial decisions to these goals.
Script example: “You mentioned starting a business. Tell me more about this dream. What does it look like for you?”
GROWTH CHECKPOINT 2: Before diving into their current finances, are you getting their buy-in of how the here and now is tied to their goals and vision first?
Step 4: Reviewing Current Financial Situation
Offer a comprehensive overview of their current financial status. This isn’t about making immediate changes, but rather about gaining a clear understanding of where they stand. Discuss their income, expenses, debts, and any financial habits they have.
Script example: “Let’s take a look at your current financial situation. How do you feel about your monthly spending and saving patterns?”
GROWTH CHECKPOINT 3: Are you reviewing the current financial position before recommending changes to it?
Step 5: Bridging the Gap
Now, discuss potential adjustments in their financial habits. Focus on impactful strategies that can bring significant improvements. Avoid diving into minor details at this stage, as the aim is to create a roadmap for broader financial changes.
Script example: “Based on what we’ve discussed, here are some changes that could significantly impact your financial health. Let’s explore these options together.”
GROWTH CHECKPOINT 4: Are you bridging the gap effectively by not overwhelming them with too many changes and teeing up the need for future changes and more coaching simultaneously?
Step 6: Revisiting the Vision
Reconnect the potential changes back to their initial goals. This step is crucial for maintaining motivation and showing the tangible benefits of the proposed financial strategies.
Script example: “Remember your dream of starting a business? These financial steps are the building blocks to make that a reality.”
Step 7: Making the Offer for Continued Coaching
This is where you highlight the benefits of ongoing coaching. Explain how your guidance can help accelerate their progress and offer solutions tailored to their unique financial situation.
GROWTH CHECKPOINT 5: Are you making an invitation or an offer to continue working together?
Step 8: Onboarding or Offboarding
Depending on their decision, guide them through the next steps. If they choose to continue, start the onboarding process. If not, provide a summary of the session and any relevant deliverables. Always leave the door open for future interactions.
Step 9: Checking In
If the client moves forward with more coaching, this is your welcome call where you make sure they’re on track with anything we need for their first session of the program. And if they didn’t commit to more coaching, then it’s a call to see if they’re on track with the changes you discussed. If they’re not on track with those changes, it turns into a sales conversation.
GROWTH CHECKPOINT 6: Do you have a clear plan for follow-up, irrespective of the client’s decision?
The Discovery Session is just the beginning of a transformative journey for your clients. Remember, at the Financial Coach Academy®, we’re here to support you with tools, resources, and a community of like-minded professionals. If you’re ready to elevate your coaching, join us!