{"product_id":"discovery-shift-chris-holman-9780976780403","title":"Discovery Shift: Why Talking Less and Listening More Wins Business","description":"\u003cstrong\u003eThe discovery meeting isn't broken. It's misunderstood.\u003c\/strong\u003e\u003cp\u003eIf prospects leave unconvinced, the issue is often the conversation-not your expertise. Discovery Shift shows what actually happens in real first meetings, and what to do differently.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eWritten by Chris Holman, executive coach and former financial advisor, Discovery Shift reframes discovery as the most critical moment in the advisor-client relationship. Drawing on real-world observation and coaching experience, the book challenges the idea that discovery is simply a fact-finding exercise.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eThe book focuses on discovery meetings for financial advisors and what helps-or quietly hurts-trust in the first conversation. It examines why advisors often talk through key moments, why prospects may not feel fully understood, and how small behavioral changes can significantly improve engagement and clarity.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eInside, readers learn how to: \u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eCreate emotional safety so prospects share more than surface facts\u003c\/li\u003e\n\u003cli\u003eRecognize and work with unspoken emotional cues\u003c\/li\u003e\n\u003cli\u003eReduce conversational dominance and increase collaboration\u003c\/li\u003e\n\u003cli\u003eAsk better questions with clients to deepen understanding\u003c\/li\u003e\n\u003cli\u003eAdapt discovery conversations to different prospect types\u003c\/li\u003e\n\u003cli\u003eMove from insight to action after the first meeting\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eDiscovery Shift is not a script or checklist. It is a practical mindset shift designed to improve financial advisor client conversations, strengthen communication skills, and support trust based financial planning. It is especially relevant for advisors committed to client\u0026amp;nbs\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e Chris Holman\u003cbr\u003e\u003cb\u003eISBN-10:\u003c\/b\u003e 0976780402\u003cbr\u003e\u003cb\u003eISBN-13:\u003c\/b\u003e 9780976780403\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Discovery Shift Press\u003cbr\u003e\u003cb\u003eLanguage:\u003c\/b\u003e English\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 09\/23\/2025\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 184\u003cbr\u003e\u003cb\u003eFormat:\u003c\/b\u003e Paperback\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 0.56lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 9.00h x 6.00w x 0.39d\u003c\/p\u003e","brand":"Chris Holman","offers":[{"title":"Paperback","offer_id":48154275905791,"sku":"9780976780403","price":24.95,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0662\/2982\/9887\/files\/img_7abab063-c0e7-4219-bbb1-1c4498a6403d.jpg?v=1770789073","url":"https:\/\/www.whiterainbookhouse.com\/products\/discovery-shift-chris-holman-9780976780403","provider":"WR Book House","version":"1.0","type":"link"}