Slow down to go fast. This counter intuitive concept forms the basis for Discovery Calls. Keeping the client/prospect in the center of activities and conversations creates an outward looking approach to quality conversations. Using the seven basic financial needs of business as a base, this Playbook takes a deep dive into case study planning, a modern conversation model, questions no other banker will ask and a VIP strategy that makes mundane follow up letters a thing of the past. Complete with practical tools such as a Share of Heart profile, Discovery Call Diagnostic, Question Resource Guide and Conversation Recap, Discovery Calls is THE workshop for anyone making bank to business calls.