Discovery Is Not a Sales Pitch - It’s a Conversation

In this week’s episode of Retire in Texas, Darryl Lyons, CEO and Co-Founder of PAX Financial Group, breaks down one of the most overlooked but critical elements of financial planning: the discovery meeting. Whether you’re already a client or just starting to explore a relationship with an advisor, understanding how PAX approaches discovery reveals a lot about what it means to truly serve clients with clarity, care, and purpose.

Darryl shares a behind-the-scenes look at how PAX advisors engage with new clients - not with sales pitches or pressure, but with thoughtful questions and deep listening. Through personal stories, lessons from past client experiences, and insights drawn from behavioral finance, this episode offers a valuable window into how the right discovery process sets the foundation for long-term success.

Key highlights of the episode include:

• What a discovery meeting is really about - and how it differs from old-school sales tactics.
• Why the first question a good advisor asks isn’t “What do you have?” but “What do you want?”
• How behavioral finance tools like “Money Mind” and “Honest Conversations” help uncover what truly matters.
• The importance of including both spouses - and why trust, relief, and clarity are the true deliverables.
• How today’s advisors are thinking partners - not brokers, not salespeople - and why that distinction matters.

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