Core Insights - Building trust with clients requires time and effort, with a focus on connection and understanding beyond just investment returns [2] - Discovery meetings should be framed as opportunities for clients to learn about themselves rather than just for advisors to gather information [3] Group 1: Importance of Questions - Advisors should prioritize asking open-ended questions to encourage clients to reflect on their goals [2][4] - Silence can be a powerful tool during conversations, allowing clients to process their thoughts without feeling pressured [4] - Listening is crucial; understanding clients' true concerns may require digging deeper beyond their initial statements [5] Group 2: Adapting Communication - Advisors must be flexible and adapt their approach in real-time, avoiding a rigid script that may overlook important client insights [6] - Using jargon can alienate clients; communication should be straightforward and relatable [6] - Simple, necessary questions about finances should be asked, while being sensitive to clients' comfort levels in discussing personal matters [8]