Track 8
The Discovery Question Framework
How discovery flows
- Once a prospect agrees to a qualification call, rigorous discovery qualifies the opportunity and prepares the Account Executive for the demo.
- Move through four layers: strategic and revenue, member experience, wealth management, then IT and vendor roadmap.
1. Strategic and financial
- How is your executive committee evaluating the impact of the Great Wealth Transfer on your primary deposit balances over the next three to five years?
- With regulatory pressure on NSF and overdraft fees, what new non-interest income initiatives is your team prioritizing this fiscal year?
- When an account holder passes away today, what percentage of those inherited balances do you retain with the surviving heirs?
2. Member experience and current process
- When a member asks a branch or member services for help with a will, living trust, or power of attorney, what is your frontline staff's standard procedure?
- If you refer members to local attorneys, how much visibility do you have into whether they ever complete a plan?
- What feedback do members give you about the cost, accessibility, and friction of estate planning through private attorneys?
3. Wealth management and cross-sell
- How closely aligned is your retail branch network with your wealth CUSO or advisory team on warm referrals?
- How does your advisory team currently identify held-away assets, outside real estate, or life insurance gaps in your retail base?
- If your digital banking platform could automatically flag members who just set up a living trust with substantial liquid assets, what would that do for your advisory pipeline?
4. Technical, implementation, and governance
- Which digital banking platform are you running, such as Alkami, Q2, or Jack Henry Banno, and what does your deployment backlog look like for the coming quarters?
- What is your vendor due diligence process for adding a third-party embedded financial wellness utility?
- Who on your executive team typically sponsors and signs off on non-interest income and member wellness initiatives?
0:00~2:28
Next: Track 9