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.

Whether you’re looking to revisit your own financial goals or want to understand how PAX serves the people you refer, this episode reframes financial planning not as a product, but as a partnership rooted in values and vision.

For more insights or to connect with a PAX Financial Group advisor, visit www.PAXFinancialGroup.com.