High-net-worth prospects are now using AI for a “first opinion” before they ever call an advisor. Here’s how to win their business by transforming your discovery meeting — and why advisors who adapt will close more HNW clients.
In this full-length BGM webinar, Senior VP of Consulting Matt Hicken breaks down how AI is changing the discovery meeting for financial advisors — especially when prospecting high-net-worth and ultra-high-net-worth investors.
You’re not competing against AI. You’re still competing against the advisor down the street — but AI is the new arena. Prospects arrive already “educated” by ChatGPT, sensing that something is missing. This session shows you how to find that gap, ask the why questions AI can’t, and position yourself as the uniquely qualified guide.
What you'll learn:
- Why HNW prospects turn to AI first — and the exact moment they decide they still need a human advisor
- The “first opinion vs. second opinion” shift reshaping every discovery meeting
- Surface-level vs. in-depth questions — and the counterintuitive order to ask them in
- The questions AI structurally can’t ask — the “why” behind the prompt
- A $6M opportunity lost and a $15M opportunity won — two real advisor stories, broken down
- The 24–48 hour follow-up that cements you as the uniquely qualified guide
- A 3-step homework framework to upgrade your discovery meeting this week
FREE GUIDEBOOK
Closing the High-Net-Worth Guidebook
The 16-step sales process behind the discovery-meeting approach in this webinar — refined over decades and updated for how HNW prospects buy today. Follow the steps in order and close more business, especially with high- and ultra-high-net-worth investors.
Matthew Bailey
Director of Client Content
Bill Good Marketing
Matt Hicken
Sr. VP of Consulting
Bill Good Marketing
