The Discovery Mindset
Before the marketing meeting begins, this habit signals preparedness and respect.
What is referencing your research?
When you mirror the client’s growth story with E&Y’s mission, you’re doing this.
What is connecting their story to ours?
This step starts every great marketing meeting and lowers skepticism.
What is Reference your research?
Matching a client’s tone and pace creates this subtle form of connection.
What is mirroring / alignment?
After a roleplay, the observer’s job is to score the agent on this four-part metric.
What is the 4-step checklist (Research, Ask, Clarify, Connect)?
Brett says discovery doesn’t happen on a cold call but here instead.
What is during a scheduled appointment?
The High-Touch High-Tech story resonates most with prospects who value both efficiency and this.
What is personal relationship / human connection?
A question like “Would you say you’re more relationship-driven or tech-focused?” belongs in this step.
What is Ask discovery questions / uncover origin story?
Starting with research and warmth immediately does this to the prospect’s guard.
What is lowers it?
The difference between a 3 and a 4 on the scorecard is often this final step.
What is connecting their story to ours?
The advisor who shows up as a consultant rather than a quote machine demonstrates this mindset.
What is the offensive play / proactive advisor mentality?
The Small Business Owner story was built to reach clients who feel this way about big agencies.
What is overlooked or unimportant?
Repeating and restating a prospect’s pain shows this communication skill.
What is clarifying by restating what they said?
Brett calls this the most powerful emotion a prospect can feel when they realize you understand them.
What is relief and trust?
If you’re coaching an advisor who rushes through discovery, your cue is this.
What is slow down and let the prospect talk?
Clients don’t buy insurance first — they buy this.
What is trust and rapport?
When you explain Total Cost of Risk, you’re positioning yourself as this kind of partner.
What is a strategic risk advisor / not a policy peddler?
Failing to complete this final step often means the advisor leaves without momentum.
What is booking a formal next step / follow-up meeting?
Advisors who listen more than they talk exhibit this form of leadership.
What is curiosity-based influence?
When an advisor forces a connection too early, the best correction is to do this instead.
What is pause and clarify before bridging stories?
The purpose of discovery is not to collect data but to create this feeling in the prospect.
What is “They get me.”
True connection happens only when this alignment is clear between advisor and prospect.
What is their why and our why are aligned?
When the conversation moves from “checking rates” to “strategic discussion,” the advisor has achieved this.
What is the shift from transactional to relational selling?
The moment you try to connect too soon without listening deeply, it can sound like this annoying behavior.
What is one-upping or forced rapport?
Brett and Taylor say true mastery is not perfection but this consistent behavior.
What is intentional practice and reflection after every meeting?