What you need:
- Print blank Fact Finders: Full Size, Mini
- Print a copy of the Worksheet for each participant (find as PDF attachment at the bottom of the article)
- Print the "Right Questions" Best Practice Sheet (click here)
- Advanced digital workshops (for fact-finding without pen/paper) remember to book a room with internet & large screen and have everyone bring a laptop, tablet, or iPad
- Alternative opportunity: Try the Discovery factfinder to make an Asset-Map
Be Prepared:
- Read Best Practices sheets (Fact-Finding, Right Questions)
- Create a sample or bring a real-life prospect’s fact-find
Workshop 2A.a - Explain the situation in 5 minutes or less:
In a group of peers, each person walk through a completed fact finder in 5 minutes or less. Without delving into needs & goals, explain the prospect’s current situation with details that might be relevant for needs & opportunities.
Shared Feedback from Group:
- Which seem like the best opportunities?
- Should presenter have spent more or less time in any areas?
- Are key people well understood?
Workshop 2A.b - My 3 favorite questions
Each person share their favorite 3 questions to ask when fact-finding with 2 categories of prospects (e.g., Young couples, retiring couples, business owners).
Shared Feedback from Group:
- Which other questions might be effective?
- Which questions could be phrased for greater impact?
- Were any questions great?
Workshop 2A.c: Alternative - Everyone watch how 1 person does it
Elect 1 person to role-play as an advisor and 2 people to play the role of prospects. Go through the Mini or RBG fact-finder, or the Discovery interview.
Shared Feedback from Group:
- Who/what is important and relevant to this household?
- Were any potential opportunities not explored?
- What was great?
- What could be improved?
Workshop 2B: Role-Playing Workshop
Pair into groups (e.g. 2 advisors & 2 prospects). Think about a prospect you’ve recently met or your target market in general. Take a minute to agree on the situation before you begin (e.g., how & why was this meeting scheduled, was there a key need, phrase or relationship that helped book the meeting? Start asking questions as you fill out the front page of a fact-finder.
Shared Feedback from Group:
- How could they have uncovered more opportunity?
- Did they miss anything big?
- Were any potential opportunities not explored?
- Was the advisor confident without being pushy?