The “Engage” Meeting: Deepening Discovery Through Values, Priorities, and Life Context

1.0 CFP CE per the CFP Board

Once a client has committed to the planning relationship, the focus shifts from determining fit to developing a deeper understanding of who they are, what matters most to them, and the experiences that have shaped their perspective. This stage of the planning process provides an opportunity to move beyond surface-level goals and gather the insights needed to create truly client-centered recommendations.

In this webinar, Amy N. Mullen, CFP®, President of Money Quotient, will explore best practices for facilitating the Engage meeting—the first phase of discovery in the Money Quotient planning process. Participants will learn how to gather and integrate qualitative and quantitative information in a way that fully engages both the client’s heart and mind. Special attention will be given to helping clients identify and clarify their values, priorities, life experiences, and current circumstances while uncovering the motivations and perspectives that influence their financial decisions.

Through a structured and intentional discovery process, advisors can gain valuable insight into how clients view the world, what drives their choices, and how to communicate most effectively with them. At the same time, clients benefit from increased self-awareness, a stronger sense of connection with their advisor, and greater enthusiasm for the planning process. Participants will leave with practical strategies for creating an engaging discovery experience that strengthens relationships and lays the foundation for meaningful financial planning recommendations.

Learning Objectives

After attending this webinar, participants will be able to:

1. Explain the purpose of the Engage stage and its role in establishing a comprehensive understanding of a client’s values, priorities, life experiences, and current circumstances.
2. Apply qualitative discovery techniques that help clients clarify what matters most to them while gathering information relevant to the planning process.
3. Utilize a structured discovery process to strengthen advisor-client relationships, enhance client self-awareness, and improve the foundation for future planning recommendations.