Discovery allows prospects to make their own Asset-Map in your book of business!
Overview
Using Discovery is a great way to get preliminary information from a prospective client before a face-to-face meeting. Discovery will ask for the following basic household and financial information:
Basic member information on the important people in the person's life
Financials that the person owns or is associated with
Topics that your prospective client is interested in
Engagement Options
Inbound Link (Lead Generation and Live Engagement)
We provide an advisor-specific invitation link to embed into an email signature or web page that prospects can click to start our fact-finding questionnaire, as well as its QR equivalent.
With your inbound link you can start an interview, live, where you are (for example, in your office on a mobile tablet).
If you do not have the inbound link available and your organization has authorized its use, consider upgrading your subscription.
A note about your Inbound link and the Household's link (they are different): The INBOUND link, the one that is represented by your QR code or which you use on a web page or within other lead generating media, is specific to YOU.
The client starting the interview by clicking your inbound link (or that scans your QR code) generates a different link that is specific to them. You are able to resend their specific household link by clicking the Send Discovery arrow icon associated with their entry on the Discovery table. This household link will expire in 14 days.
Outbound Link
You can invite a specific guest to complete the online interview using the Outbound link. The outbound invitation is the exclusive link for the specific client. It can be resent by you, or the client may re-enter the interview until expired.
How to Access the Discovery Admin Page
The Discovery Administration Page
Generate an Invitation to a Prospect/Client
The Discovery link will be valid for 14 days and then become inactive.
To craft an effective email to encourage a prospect to complete all of the Discovery online interview questions for a more comprehensive asset-map, you can follow this example introduction email, which you can adapt to fit your style and ensure it meets any compliance requirements:
"Hi [prospect name],
I am using a tool that provides a visual representation of your financial decisions. It will become our ongoing meeting agenda with which we can discuss your situation and options.
This shouldn't take you more than 10-15 minutes. Please use round numbers and rough estimates. I just want to get a foundation for your household's current situation. During our meeting, we'll build onto this foundation together and have a comprehensive visualization on one page. You can use the navigation buttons at the bottom of each page to add, remove or correct your entries, but please remember that there is a 14-day security timeout after which the interview is closed.
Please reach out to me if you have any questions. I've attached a sample household to this email so you know what we are aiming for.
I will be notified when you complete your survey and I'll reach out to you to finalize your best date and time for a meeting. I look forward to speaking with you soon.
At your service,
[Financial professional]"
Including a sample Asset-Map or marketing materials in your invitation can also help the prospect understand the value of completing the Discovery process, potentially improving completion rates. You can find no-cost marketing materials to include in your invitation email here. Additionally, you can search for the word "sample" in the Household Search field, download, and attach a demographic sample that fits the prospect.
Advisor's Inbound Lead Generation Link (if available)
Copy your advisor link and send it to many prospects. Other ideas we've discussed with advisors: assign an image to it and post it on a website; place it in an email signature. Use a QR code version in your marketing materials. If you do not have the inbound link available, and your organization has authorized its use, consider upgrading your subscription.
(Check with your compliance department if necessary.)
The Discovery link will be valid for 14 days and then become inactive.
Managing Discovery Interview in Asset-Map
You can complete the following actions from the Discovery administration page:
View the status of your sent invitations
Open an interview
Generate interview reports
Create a Household from the interview details
Close an active interview
Discovery Questionnaire Actions
Icon | Interview Status | Action |
Arrow | Interview is open | Resend specific household link. |
X | Interview is open | Close the interview manually. All data entered is saved. |
+ | Interview is closed (timed out after 14 days) | Make a household and Asset-map from what has been entered. |
House | Prospect has completed the interview | Make a Household and Asset-Map. |
Page/arrow | Open or closed | Download a PDF of the data entered by the prospect/client (good for record-keeping). |
Trash can icon | Any | Remove the interview from the table. This will not delete the household. |
Apply Filters to Isolate Groups of Sent Interviews
Discovery Organizational Settings
Discovery provides options for Team Managers to manipulate. Access the Team Settings page, then the Discovery tab.
Options include:
Custom Discovery Disclaimer (Client-facing text shown on the Discovery interview)
Discovery Redirect URL (a means to redirect a client to a desired web page upon completion.)
Discovery Custom Color picker (brand your Discovery to your firm's primary color)
Discovery Inbound Link for advisors (a means for the primary manager to disable or enable the Discovery inbound link for advisors in the firm)
More on Discovery organizational settings here.
Note: Some features are only available to subscribers on the Elite plan. Want to learn more? Please click here!
Top Questions About Discovery
Q. My client has completed their Discovery Interview! Now what?
A. ✅ Next steps.
Q. Can a completed interview be reopened?
A. No. The solution here is for the advisor to use the Asset-Map made from what they did enter so far, analyze what they have entered, find opportunities, and invite them to make corrections on the report.
Q. Can a client UPDATE their current Asset-Map using Discovery?
A. No. There is no direct access for a consumer at this time. The Discovery tools is for creating new Asset-Maps.
Q. Can you extend the Discovery invitation expiration time beyond 14 days?
A. No. But you can make an Asset-Map from what they have entered so far, even if it hasn't been completed. From the Discovery administration page, find their entry in the list and click the corresponding plus sign to make an Asset-Map. Then send it to them or call them to update their Asset-Map Report.
Q. How do I use the Advisor link (web link)?
A. a) Copy it and send it to a prospect, or many prospects. b) Assign it to a button on your website or in your signature. c) Use it live in your office waiting room. d) If you have any other suggestions, please send them along!
Q. Is there a PDF copy of the questionnaire?
A. No. The questionnaire is online only.
Bonus!
Tags: fact-find, discover, prospect, client, fact finder, link, questionnaire, inbound, outbound
4/2024