Ask the Right Questions. Close More Deals.

Discovery isn’t about talking. It’s about listening. The right questions unlock the truth—what your clients need, what they fear, what drives their decisions.

In this episode, we break down the psychology behind powerful discovery calls. Why do top advisors ask 11-14 questions? Why do clients say yes more often when they talk 57% of the time? We’ll unpack the science, the strategy, and the subtle shifts that turn “maybe” into “yes.”

If you’ve ever lost a deal to “I need to think about it” or “Can you just send me a quote?”—this one’s for you.

Let’s get into it.