How to Convert a Client Discovery Meeting into a Paid Client!
The session will be overseen by Peter Hickey – Institute of Advisors’ President
Peter Hickey is the President of the Institute of Advisors. He is the visionary behind the development of a set of professional standards for business advisors and developing a course that is the only government recognised qualification for business advisors.
He is a bestselling author and creator of a wide range of business tools that have been used in over 60,000 businesses around the world. He is a pioneer and SME thought leader continually innovating and producing simplified management content. As a business owner, Peter founded and successfully built a software business from a one-man business to a multi-million dollar concern and sold it a multibillion dollar publisher….he then re-acquired the business 7 years later.
He wrote a number of bestselling books on Business Planning, Exit & Succession Planning and even a Mini MBA program. Peter has consulted with or trained thousands of businesses over 3 continents. He won the Ernst & Young NSW “Entrepreneur of the Year” award in 1999 and his company has won numerous business awards. His works have been recommended or used by over 30 tertiary educational institutions. He has been active in buying and selling businesses and has a passion for helping business owners achieve what he has achieved.
This month we will cover “How to Convert a Client Discovery Meeting into a Paid Client!“
During this session, we will explore the key elements of an effective client discovery meeting and how to turn that conversation into a paid client relationship. You will learn how to build rapport, ask the right questions, listen actively, and guide the discussion in a way that builds trust and clarity.
This will be an interactive session with live examples and role plays,
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- How to build rapport and start the client conversation effectively
- What questions to ask to uncover the client’s real needs
- How to use active listening to build trust and credibility
- What process to follow during a client discovery meeting
- Whether to sell on the spot or move into a follow-up conversion process
- How to turn a client discovery meeting into a paid client relationship
- Live examples and role plays to bring the process to life
- Everyone receives client discovery questionnaire to use in your own practice
During the power networking sessions advisors can introduce themselves to each other and discuss the topic(s) relevant to their geographic area or professional capacity. Many of our advisors are starting to build good relationships with each other. Our goal is to build a global community of advisors that collaborate, build relationships, network and continue to self educate and advance the profession.
This is a live and interactive event which will be great fun and a very valuable session for both existing advisors, accountants and bookkeepers as well as people looking to start their advisory practice in 2026/2027
Networking with Other Advisors
After the discussion, connect with other advisors in small groups to exchange insights, share experiences, and brainstorm ways to apply these techniques in your practice. Networking is a powerful tool for growth, and this session is designed to help you build valuable relationships within the advisory community.
(All advisors welcome, existing and new)
MARK THIS IN YOUR CALENDAR
Sydney, Australia
Fri, 8 May 2026 at 8:30 am AEST
Perth, Australia
Fri, 8 May 2026 at 6:30 am AWST
New Zealand Standard Time, NZST
Fri, 8 May 2026 at 10:30 am NZST
Los Angeles, USA
Thu, 7 May 2026 at 3:30 pm PDT
London, United Kingdom
Thu, 7 May 2026 at 11:30 pm BST
Additional Details
Link To Event Page - Register and it will be emailed to you
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Type - Institute Event