Learn how to transform initial client meetings with an elevated discovery process that uncovers deeper client values and aspirations – laying the groundwork for more meaningful relationships and tailored financial planning.
6 Hours CE
Facilitating a (More) Effective Discovery Meeting Process
6 Hours CE Credit (CFP, CPE, IWI, American College, and NASAA for IAR P&P*) *available to all course purchasers
Instructor
Michael Yoder, CFP, Principal, Yoder Wealth Management
Mastering the discovery meeting process can be the difference between an average and an exceptional financial advisor. Yet, many advisors may find it challenging to move beyond standard questionnaires to uncover the deeper values and beliefs that influence clients’ financial decisions. This critical gap in early conversations often results in surface-level client relationships and standardized recommendations that fail to address deeper needs.
This course provides a comprehensive framework to overcome that challenge by equipping advisors with practical strategies to lead more intentional and impactful discovery meetings. Advisors will learn practical strategies for facilitating the discovery process, including how to structure introductory calls, guide values-based discussions, maintain professional standards throughout meetings, and customize their approach to different client scenarios. Through demonstrations and application-based learning, participants will develop the skills to build connections from the outset – creating the foundation for deeper client engagement, more personalized planning recommendations, and enduring professional relationships that support firm growth.
By the end of this course, you will be able to:
- Develop and demonstrate fundamental discovery meeting skills through guided exercises and role-play scenarios, building rapport and effectively uncovering client goals and values.
- Apply structured strategies for meeting preparation and facilitation to guide the discovery process from the initial call through post-meeting follow-up.
- Balance fact-finding with values-based dialogue to reveal clients’ deeper motivations and unstated financial goals, fostering trust and preparing for meaningful planning.
- Build confidence in navigating discovery meeting scenarios by applying evidence-based communication techniques.
- Tailor discovery frameworks and questions to address a range of client needs, financial goals, and communication styles while maintaining a consistent and professional meeting process.
Who This Course Is Right For
This course is designed for any advisor looking to refine their discovery meeting process. The practical strategies and guides within the course will benefit an advisor of any experience level looking for additional techniques to improve their discovery meeting process. The complexity level is appropriate for a financial advisor who may have passed the CFP exam but has limited experience implementing the concepts in real-world scenarios.
What You Get With Facilitating a (More) Effective Discovery Meeting Process
6 Hours CE
Automatic reporting for CFP, IWI, IAR
American College, and NASAA. Self-reporting for CPA CPE credits.
6 Modules
Over two hours of educational videos from our expert instructor, Michael Yoder, CFP®.
Kitces Certificate
Earn a Kitces Course Certificate
to add to your resume.
3 Real-World Case Studies
This course goes beyond just learning concepts to actually practicing them with real-world scenarios.
2 Interactive Capstones
Put your learning into practice with interactive capstones to gain confidence in applying the discovery process with actual clients.
Self-Paced
Learn whenever it’s convenient for you and progress through the material at your convenience, ensuring a flexible learning experience that fits your schedule.
Advisors may receive a full refund for Kitces Courses within 45 days of purchase or prior to completing the course, whichever comes first.
Upon the completion of the course, you will be asked to take a course survey after which you will receive your certificate of completion. The course survey will allow Kitces to continue to serve you effectively. We can't do it without you, and we appreciate your survey participation.
Instructors
Michael D. Yoder, CFP®
Principal, Yoder Wealth Management
Michael is Principal of Yoder Wealth Management, a California-based RIA that serves founders and early employees of pre- and post-IPO companies. He is a managing director at CEG Worldwide, a coaching firm that helps advisors move up market, and serves as a subject matter expert for the CFP Board, primarily around the development of the CFP Exam. He previously served as Director of Advice for a major national firm, as well as a Regional Sales Director, and began his career as a consulting actuary.
What Others Have Said About This Course
Pricing & Sign-Up Information
This Kitces Course is normally $397. Advicers who have joined the Kitces Members Section will be able to register at a discounted rate of $297. (Learn more about Premier Membership or how to obtain a Group Discount for multiple advisors in your firm).
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Not a Member? Buy Combo for discounts.
Kitces.com Premier Membership includes Kitces Course discounts, free monthly webinars, over 100 Hours of CE on-demand, CFP ethics, and more! - Access to our entire CE Quiz library on demand.
- Access to Exclusive Kitces-written CFP Ethics CE.
- Monthly Live Office Hours session with Michael and the Kitces Team to answer your questions.
- 2/Year New + All Archived Issues Of The Kitces Report.
- Access to Archives of All Educational Webinars.
- Unlimited Access to Members Section Resources including Charts and Spreadsheets.
- IAR reporting add-on (available at checkout).
100% Satisfaction Guarantee. Advisors may receive a full refund for Kitces Courses within 45 days of purchase, or prior to completing the course, whichever comes first. Advisors will have 180 days to complete the course. If the course is not completed within 180 days, the registration will expire and the advisor will need to pay to re-enroll for the course.
Premier Member Discounts
Kitces.com Premier Membership includes Kitces Course discounts, free monthly webinars, over 100 Hours of CE on-demand, CFP ethics, and more!
Group Discounts
Discounts are available for group enrollments. Additional discounts apply with a Kitces Premier Group Membership rates.
FAQS
General Questions
Who is the course designed for?
This course complexity is based on a financial advisor with 1-5 years of experience in financial planning. The purpose is to have a course designed to bridge the gap between informational knowledge gained from the CFP certification and the practical application with clients. However, the content does cover a broad range of expertise and depth to keep even the most seasoned advisor engaged!
How long will advisors have access to the course?
Advisors will have 180 days to complete the course. If the course is not completed within 180 days, the registration will expire and the advisor will need to pay to re-enroll for the course.
The content may be modified or deleted if no longer relevant or applicable when considering current industry standards, practices, or legal framework.
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I want to buy the course, but why do I have to make a Kitces Account?
Our courses are housed on a Learning Management System (LMS) that is connected to Kitces.com. To purchase any of our courses, you will need to first create a Kitces account to access the catalog of courses and complete your purchase. You can always return to your courses dashboard through the members section of Kitces.com.
I’m a Premier Member. How do I use the Premier coupon?
Visit the course page on Kitces.com and copy your members-only coupon code. Then when you go to our Learning Management System (LMS) and click “Get this course,” you'll be directed to the payment pop-up. When you get to the payment pop-up, click “Got a coupon?” and a field will appear for you to enter the Premier code.
I bought the course, but I don’t know how to sign in and get started.
Thanks for purchasing a Kitces Course! The course is housed in a Learning Management System (LMS) that is connected to your Kitces.com account. Login to your Kitces.com account, and from the Members section, click 'Kitces Courses' from the left navigation menu to access your courses.
CE Information
Are the courses CE-eligible? How is CE reported?
The courses are eligible for Continuing Education for NASAA for IAR P&P, CFP, CPE, and American College certifications, as well as most other relevant certifications. Kitces.com will report CE for NASAA for IAR P&P, CFP, IWI, and American College certifications weekly on your behalf. A completion certificate will be emailed to you so you can self-report CPE and other relevant CE.
Will I receive a certificate?
Yes. A completion certificate will be emailed to you for reporting purposes. You will be asked to complete a course survey, after which you will receive your certificate of completion. Completing the course survey will allow Kitces to continue to serve you effectively. We can't do it without you and appreciate your survey participation.
Where do I add my certification number information?
If you didn’t include your certification number information upon signing up for the course, no worries! You can add it easily after signing into your Learner portal and completing the following steps:
1. Hover your mouse over Learner in the top-right menu to see a dropdown appear
2. From the dropdown, select My Info
3. Update the certification fields shown and click Update User
Refunds
What is the refund policy?
Advisors may receive a full refund for Kitces Courses within 45 days of purchase or prior to completing the course, whichever comes first.
Ready to Purchase?
Questions? Email us at [email protected]
Login to Purchase
Not a Member? Buy Combo for discounts.
Kitces.com Premier Membership includes Kitces Course discounts, free monthly webinars, over 100 Hours of CE on-demand, CFP ethics, and more! - Access to our entire CE Quiz library on demand.
- Access to Exclusive Kitces-written CFP Ethics CE.
- Monthly Live Office Hours session with Michael and the Kitces Team to answer your questions.
- 2/Year New + All Archived Issues Of The Kitces Report.
- Access to Archives of All Educational Webinars.
- Unlimited Access to Members Section Resources including Charts and Spreadsheets.
- IAR reporting add-on (available at checkout).
