Leads & prospects only. DC (Discovery Consultant) takes the booked lead from PEX, runs the fact-find session, charges the strategy-session fee, registers the client, and hands off to Wealth Planning. Lives entirely on the lead/contact record — no opportunity yet.
Everything that's already documented in Confluence for this department, surfaced for the discovery session itself. Each section below mirrors the structure of the section page in the source (and the consolidated cross-department doc) but filtered to just this team's scope.
Most complex whiteboard in the space — four sequential steps with dense detail boxes. Step 1A/1B (allocation + session) flows into Step 2 (Registration), then Step 3 (Finance Assessed), then Step 4 (Strategy Session Completed by Wealth Planner). The conversion event happens after Stripe payment in Step 2.
| Role | Name | Notes |
|---|---|---|
| Director | Jim Chara | |
| Discovery Team Leader | Peter Van Nguyen | |
| Discovery Consultant | Nigel Kibel | |
| Discovery Consultant | Abeer Muhammad | |
| Discovery Consultant | William Zhu | |
| Discovery Consultant | Candice Alley | |
| Discovery Consultant | Elliott Daisley | |
| Discovery Consultant | Nicholas Veness | |
| Discovery Consultant | Jakob van der Vliet |
9 role(s) documented.
Yellow MUST HAVE pills mark items targeted for Stage 1 Mission Migrate. Nice-to-haves can land in Stage 2 or behind a feature flag.
| Requirement / user story | Importance | Notes |
|---|---|---|
| Aircall via CRM Call clients via CRM | MUST HAVE | click to call in records, with auto logging of calls and recordings |
| Calendly For bookings with PWPs | MUST HAVE | Integrated booking link on each record, which opens up calendly for booking strategy sessions with PWP’s |
| Calendar booking method PECs to book meetings for DC’s via next available. | MUST HAVE | Method for PECs to book meetings with DC’s using a system like Calendly which provides next available slots. |
| FINANCE DATA COLLECTION 1 way sync - Hubspot to Google Sheet via lead record > fact find > property strategy tool / rollover > PWP Workbook Finance Assessment Form Financial Position Property Strategy Tool Data (master rules) Tax Rates (master rules) Drop Down (master rules) Mortgage accelerator Money Coach | MUST HAVE | When a PEC updated the “Application Type” field on the lead record to “single” or “joint”, a Finance Data Collection record is automatically created. The sheet auto-populates all relevant financial and personal data from the lead record. When updating the google sheet, it isn’t necessary for the information to go back into the lead. On lead conversion, the finance data collection is transferred to the MasterOpp, where it can be accessed (in a folder). @Chierag Mattoo do you need an example of this form here? |
| Broker Finance assessment completed email automation Confirms the broker has completed their appointment with the client. This happens when master opp stage changes from registered to finance assessed. | MUST HAVE | @Chierag Mattoo send current email template to make changes. @Tom McCallum to share template with C. |
| DC Section on Lead These sections are what the DC’s fill in from the lead record after completing the registration: *[Image: embedded in original Confluence page]* | MUST HAVE | Captures all the required DC inputs post registration. What’s crossed off are fields that are not required. Fields will either have a drop down (Booking Sat outcome status) or notes (Sat without registration notes). |
6 requirements · 6 MUST HAVE.
Department-specific fields are inline. Fields living on the cross-department reference pages (Leads Fields, Opportunity Fields, Property Stock Fields) are filtered to those flagged "Needed by this department" in the source — expand the relevant block.
No department-specific fields documented in the dept section pages — fields for this department live on the shared reference pages below.
These fields live on the cross-department reference pages but were flagged as required by this department in the source.
| Field label | API name | Data type | Section | Options / values | Notes |
|---|---|---|---|---|---|
| 1st Purchase Price Point_MO ↗ | X1st_Purchase_Price_Point__c | Number(6, 2) | |||
| 1st Purchase Type_MO ↗ | X1st_Purchase_Type__c | Picklist | |||
| 2nd Purchase Price Point_MO ↗ | X2nd_Purchase_Price_Point__c | Number(6, 2) | |||
| 2nd Purchase Type_MO ↗ | X2nd_Purchase_Type__c | Picklist | |||
| 3rd Purchase Price Point_MO ↗ | X3rd_Purchase_Price_Point__c | Number(6, 2) | |||
| 3rd Purchase Type_MO ↗ | X3rd_Purchase_Type__c | Picklist | |||
| 4th Purchase Price Point_MO ↗ | X4th_Purchase_Price_Point__c | Number(6, 2) | |||
| 4th Purchase Type_MO ↗ | X4th_Purchase_Type__c | Picklist | |||
| 5th Purchase Price Point_MO ↗ | X5th_Purchase_Price_Point__c | Number(6, 2) | |||
| 5th Purchase Type_MO ↗ | X5th_Purchase_Type__c | Picklist | |||
| 6th Purchase Price Point_MO ↗ | X6th_Purchase_Price_Point__c | Number(6, 2) | |||
| 6th Purchase Type_MO ↗ | X6th_Purchase_Type__c | Picklist | |||
| AC Term Deposit Amount_MO ↗ | AC_Term_Deposit_Amount__c | Currency(18, 0) | |||
| AC Term Deposit Notes_MO ↗ | Income_Gen_Investor_Express_Comments__c | Text Area(255) | |||
| AC Term Deposit Outcome ↗ | AC_Term_Deposit_Outcome__c | Picklist | |||
| Account Email ↗ | Account_Email_Cal__c | Formula (Text) | |||
| Account Email ↗ | Account_Email__c | ||||
| Account First Name Calc ↗ | Account_First_Name_Calc__c | Formula (Text) | |||
| Account Last Name ↗ | Account_Last_Name__c | Formula (Text) | |||
| Account Name ↗ | AccountId | Lookup(Account) | |||
| Account Name Email ↗ | Account_Name_Email__c | ||||
| Account Name Mobile ↗ | Account_Name_Mobile__c | Formula (Text) | |||
| Account Phone ↗ | Account_Phone_Cal__c | Formula (Text) | |||
| Account Phone ↗ | Account_Phone__c | Phone | |||
| Activities required for next purchase_MO ↗ | Activities_required_for_next_purchase__c | Long Text Area(32768) | |||
| Activities required for next SMSF_MO ↗ | Activities_required_for_next_SMSF__c | Long Text Area(5000) | |||
| Available Cash for Deposits_MO ↗ | Available_Cash_for_Deposits_MO__c | Currency(18, 0) | |||
| Available Funds ↗ | Available_Funds__c | Currency(18, 0) | |||
| Balance in SMSF post rollover?\_MO ↗ | Balance_in_SMSF_post_rollover__c | Currency(18, 0) | |||
| BC & Mulit Purchase Comments_MO ↗ | Property_Purchase_Price_Comments__c | Long Text Area(131072) | |||
| BC After This Purchase_MO ↗ | Borrowing_Capacity_After_This_Purchase__c | Currency(18, 0) | |||
| BC following current purchases_MO ↗ | BC_following_current_purchases__c | Currency(18, 0) | |||
| Booking Criteria Met_MO ↗ | MO_Booking_Criteria_Met__c | Picklist | |||
| Borrowing Capacity Notes_MO ↗ | Borrowing_Capacity_Notes__c | Text Area(255) | |||
| Broker Quickli Link_MO ↗ | Broker_Quickli_Link__c | URL(255) | |||
| Client Concerns_MO ↗ | Client_Concerns_MO__c | Text Area(255) | |||
| Client Lives (Region + State)\_MO ↗ | Client_Lives_Region_State__c | Text(255) | |||
| Client monthly savings capacity_MO ↗ | Client_monthly_savings_capacity__c | Currency(18, 0) | |||
| Closed Lost Cause Category_MO ↗ | Closed_Lost_Description__c | Picklist | |||
| Created By ↗ | CreatedById | Lookup(User) | |||
| Current Equity Available Notes_MO ↗ | Current_Equity_Available_Notes__c | Text Area(255) | |||
| Current Super Combined Balance_MO ↗ | Current_Super_Combined_Balance__c | Currency(18, 0) | |||
| Delayed Purchase - Detailed Notes_MO ↗ | Detailed_Reason_Why_Not_Active__c | Text Area(255) | |||
| Delayed Purchase Reason_MO ↗ | Non_Active_Category__c | Picklist | |||
| Discovery Consultant Name_MO ↗ | Discovery_Consultant_Name__c | Picklist | |||
| Discovery Session Booked with MO ↗ | Discovery_Session_Booked_with_MO__c | Picklist | |||
| Dreams (FORD)\_MO ↗ | Dreams_FORD__c | Text Area(255) | |||
| EOI Processing Date_MO ↗ | EOI_Processing_Date_MO__c | Date | |||
| Estimated No of Property Purchases_MO ↗ | Estimated_Number_of_Property_Purchases__c | Number(18, 0) | |||
| Estimated Rollover date_MO ↗ | Estimated_Rollover_date__c | Date | |||
| Expected Delayed Purchase Date:\_MO ↗ | Expected_Reactivation_Date__c | Date | |||
| Fact Find Sheet_MO ↗ | Fact_Find_Sheet_MO__c | URL(255) | |||
| Finance Application Notes_SO ↗ | Finance_Application_Notes__c | Long Text Area(100000) | |||
| Finance Broker_MO ↗ | Finance_Broker__c | Picklist | |||
| Finance Risk Action Items_MO ↗ | Finance_Risk_Action_Items__c | Text Area(255) | |||
| Finance Risk_MO ↗ | Tight_Deal__c | Checkbox | |||
| First Purchase Opportunity_MO ↗ | First_Purchase_Opportunity__c | Lookup(Opportunity) | |||
| Lost Opportunity Date_MO ↗ | Lost_Opportunity_Date__c | Date | |||
| Manager Override_MO ↗ | Manager_Override__c | Number(2, 0) | |||
| Master Account Email ↗ | Master_Account_Email__c | ||||
| Master Facility, Refi, Costs & Buffer_MO ↗ | Refinance_Cash_Out_Comments__c | Text Area(255) | |||
| Max. Purchase Price - Personal Name_MO ↗ | Max_Borrowing_Capacity__c | Currency(18, 0) | |||
| No. of EOI's Processed_MO ↗ | No_of_EOI_s_Processed__c | Number(18, 0) | |||
| Notes to Planner_MO ↗ | Notes_to_Planner__c | Long Text Area(5000) | |||
| Number of Potential Purchases_MO ↗ | Number_of_Potential_Purchases__c | Number(18, 0) | |||
| Number of Potential SMSF Purchases_MO ↗ | Number_of_SMSF_Purchases__c | Number(18, 0) | |||
| Occupation (FORD)\_MO ↗ | Occupation_FORD__c | Text Area(255) | |||
| Opportunity Owner Log_MO ↗ | Opp_Owner_Log__c | Rich Text Area(32768) | |||
| Partner Email_MO ↗ | Partner_Email_AC__c | Formula (Text) | |||
| Partner Name_MO ↗ | Partner_Name_AC__c | Formula (Text) | |||
| Partner Phone_MO ↗ | Partner_Phone_AC__c | Formula (Text) | |||
| Planner notes to Portfolio Manager_MO ↗ | Planner_notes_to_Portfolio_Manager__c | Text Area(255) | |||
| Planner To Be Assigned_MO ↗ | Planner_To_Be_Assigned__c | Picklist | |||
| Pre SS Closure Reason_MO ↗ | Pre_SS_Closure_Reason__c | Picklist | |||
| Preliminary Assessment Date_MO ↗ | Preliminary_Assessment_Date__c | Date | |||
| Preliminary Assessment Time_MO ↗ | Preliminary_Assessment_Time__c | Time | |||
| Previous Opportunity Owner_MO ↗ | Previous_Opportunity_Owner__c | Text(100) | |||
| Property Selection Date_MO ↗ | Property_Presentation_Date__c | Date/Time | |||
| Property Selection Status_MO ↗ | Property_Presetation_Status__c | Picklist | |||
| Property Stock Name_MO ↗ | Property_Stock_Name_MO__c | Formula (Text) | |||
| Property Strategy Notes_MO ↗ | Purchase_Strategy_Post_Strategy_Session__c | Long Text Area(32768) | |||
| Property Type for Next Purchase_MO ↗ | Property_Type_for_Next_Purchase__c | Text Area(255) | |||
| PWP Estimated Next Purchase Date_MO ↗ | Client_Estimated_Next_Purchase_Date__c | Date | |||
| PWP Workbook Completed?\_MO ↗ | PWP_Workbook_Completed_MO__c | Text Area(255) | |||
| Re-Engagement Date_MO ↗ | Re_Engagement_Date_MO__c | Date | |||
| Recreation (FORD)\_MO ↗ | Recreation_FORD__c | Text Area(255) | |||
| SMSF Appointment Date & Time_MO ↗ | SMSF_Appointment_Date_TIme__c | Date/Time | |||
| SMSF Appointment Outcome_MO ↗ | SMSF_Appointment_Outcome__c | Picklist | |||
| SMSF Consultant / Financial Planner_MO ↗ | SMSF_Set_Up_By__c | Picklist | |||
| SMSF Max Purchase Price_MO ↗ | SMSF_Max_Purchase_Price__c | Number(18, 0) | |||
| SMSF Notes_MO ↗ | SMSF_Notes__c | Long Text Area(3000) | |||
| SMSF, Contributions and Top Ups_MO ↗ | SMSF_Contributions_and_Top_Ups__c | Long Text Area(32768) | |||
| SS Confirmation Call Date_MO ↗ | SS_Confirmation_Call_Date__c | Date | |||
| Strategy Session / PR Review Date_MO ↗ | Coaching_Session_Date__c | Date/Time | |||
| Strategy Session Booked with ↗ | Strategy_Session_Booked_with_del__c | Picklist | |||
| Strategy/PR Session Status_MO ↗ | Coaching_Session_Status__c | Picklist | |||
| Target No. of Pers. Purchases in PSS_MO ↗ | No_of_Personal_Purchases_in_this_PSS__c | Number(18, 0) | |||
| Targeted No. of Purchases for Client_MO ↗ | Targeted_No_of_Purchases_for_Client_MO__c | Number(18, 0) | |||
| Targeted No. of SMSF Purchases in PSS_MO ↗ | No_of_SMSF_Purchases_in_this_PSS__c | Number(18, 0) | |||
| Targeted Number Of Sales_MO ↗ | Targeted_Number_Of_Sales__c | Picklist | |||
| Total Max Price Increase_MO ↗ | Total_Max_Price_Increase__c | Number(16, 2) | |||
| When can client be contacted again?\_MO ↗ | When_can_the_client_be_contacted_again__c | Long Text Area(32768) | |||
| Why was this opportunity closed/lost?\_MO ↗ | Detailed_honest_reason_why_this_opportun__c | Text Area(255) | |||
| WOM Opp Lost_MO ↗ | WOM_Opp_Lost__c | Date | |||
| WOM Referral Provided_MO ↗ | Referral_Provided__c | Date |
Each rule needs a HubSpot decision: keep as a property validation, replace with workflow, replace with required-field, or drop.
| Rule name | Error location | Error message | Out-of-scope flag |
|---|---|---|---|
| Affiliate_Referrals ↗ | If Lead Source is Affiliate, then Referred by & Referral submission must not be blank | Y | |
| Booking_is_made_for_a_joint_application ↗ | When a loan application is joint the following fields need to be completed: Spouse Name, Partner Email, Spouse Employment Type, Spouse Occupation, Spouse Ex Super Annual Income | Y | |
| BOOKING_QA_Appointment_Location ↗ | When in a booking is marked as 'in office' you must select the 'appointment location' in order to save the record. | Y | |
| Booking_Status_cant_be_blank ↗ | If you've made a booking, change the Booking Status to either Booking Made or Booking Confirmed | Y | |
| Call_Status_Validation ↗ | If Booking is Confirmed Master Class Video Watched PEC must be completed. | Y | |
| Closed_Reason_Must_be_True ↗ | When LEAD CATEGORY is CLOSED, you must enter a CLOSED REASON | Y | |
| Create_Leads ↗ | ONLY MARKETING USER CAN CREATE A LEAD | Y | |
| Did_partners_attend ↗ | Please select if the Partner attended the Strategy Session | Y | |
| Google_Link_Booking_Made ↗ | The Google Meet Link field cannot be blank if Booking Status is Booking Made - paste your Google Meet Link in! | Y | |
| Lead_Category_Must_be_True ↗ | Lead Category Cannot Be Blank | Y | |
| Mandatory_Fields_When_Booking_is_Made_1 ↗ | When A booking is made, the following fields must be updated: Booking Status, PEC Booking Made Date, Booking Type, Strategy Session Date & Time, Strategy Session Booked With, Borrowing Capacity, CDP Lead occupation group Lead occupation industry | Y | |
| Mandatory_Fields_When_Booking_is_Made_2 ↗ | The following fields must be updated: Origin of Birth, Age Bracket, Employment Type, Occupation, Annual Ex. Super Income, Available Cash Details, Car Loans Lead intent on purchasing Life stage Is the lead rentvesting Super only op | Y | |
| Mandatory_Fields_When_Booking_is_Made_3 ↗ | When A booking is made, the following fields must be updated: Other Loand Total, Other Loans Repayments Per Month, Credit Card Limit, Credit Card Debt, Superannuation, Shares Value, No of Dependents, Rent Paid Per Week, PPR Value, PPR Mortgage | Y | |
| Mandatory_Fields_When_Booking_is_Made_4 ↗ | When A booking is made, below field must be populated: PPR Loan repayments per month, Car Loan/Lead Repayment Per Month, Application Type | Y | |
| Masterclass_Watched ↗ | Broker Assist Qualifications Required - please fill out fields below: Partner Attendance, Masterclass Video Watched, Broker Lead Financially Qualified & Broker Lead Meeting Held on Computer | Y | |
| Masterclass_watched_PWP ↗ | Please update whether or not the client watched the masterclass video. | Y | |
| Mobile_should_be_11_digit ↗ | Please Insert 11 Digit Mobile number | Y | |
| Nurture_Reason_Must_be_True ↗ | When LEAD CATEGORY is NURTURE, you must enter a NURTURE REASON | Y | |
| Nurture_scheduled_callback_greater_12m ↗ | If Lead Category is NURTURE, Scheduled call back must be no greater than 12 months | Y | |
| Nurture_validation ↗ | Please select NURTURE REASON and SCHEDULED CALLBACK | Y | |
| PEC_Booking_Made_Date ↗ | You can't process a booking if the Strategy Session Date and Time are filled with a date that's previous to the PEC Booking Made Date | Y | |
| PWP_Force_Investor_Express_Referral ↗ | If Booking Sat Outcome Status is Sat - Not Qualified, then the planner must select whether this record should be referred to the investor express department. | Y | |
| PWP_NQ_Comments_SatNoConv ↗ | If the booking sat outcome is either not qualified, pending or no conversion, please complete these notes to ensure that management can follow up accordingly. | Y | |
| PWP_NQ_Comments_SatNQ ↗ | If the booking sat outcome is either not qualified, pending or no conversion, please complete these notes to ensure that management can follow up accordingly. | Y | |
| PWP_NQ_Comments_SatPending ↗ | If the booking sat outcome is either not qualified, pending or no conversion, please complete these notes to ensure that management can follow up accordingly. | Y | |
| PWP_REGISTRATION_TYPE ↗ | Registration Type must be filled in when the SAT outcome is 'Sat - Registered' | Y | |
| State_must_be_true ↗ | Please input the state in which the lead lives | Y | |
| Strategy_Type_Must_Not_be_Blank ↗ | Strategy Type Must Not Be Blank | Y | |
| Tuck_in_and_reminder_dates_must_be_true ↗ | You must enter the Tuck In & Reminder Call dates. Dates must be in the future | Y | |
| Update_PWP_Sat_Not_Qualified_Reason ↗ | Please complete the drop down called ‘PWP Sat Not Qualified Reason’ | Y | |
| Updated_PWP_Failed_Compliance_Result ↗ | Please complete the field called ‘PWP Call Compliance Fail Reason’ | Y | |
| When_CLOSED_REASON_is_NO_DEPOSIT ↗ | When Closed Reason is 'No Deposit But Qualifies With BC', you must fill out field 'How Much Deposit Is Missing' | Y | |
| WOM_Referral ↗ | You must complete either the Client or Staff name who referred you this lead | Y |
33 unique validation rules.
| # | Report / dashboard + linked Salesforce records |
|---|---|
| 1 | [Discovery performance](https://d28000001hz6leaa.lightning.force.com/lightning/r/Dashboard/01Z0K000000X4pQUAS/view) |
| 2 | [Discovery Pipeline](https://d28000001hz6leaa.lightning.force.com/lightning/r/Dashboard/01Z0K000000X4pGUAS/view) |
| 3 | [Discovery Sales Report](https://d28000001hz6leaa.lightning.force.com/one/one.app#eyJjb21wb25lbnREZWYiOiJkZXNrdG9wRGFzaGJvYXJkczpkYXNoYm9hcmQiLCJhdHRyaWJ1dGVzIjp7ImRhc2hib2FyZElkIjoiMDFaSVQwMDAwMDBPdWZNMkFTIiwiZGlzcGxheU1vZGUiOiJlZGl0IiwicmVmZXJyZXJJZCI6IjAwT0lUMDAwMDBCNnVxQzJBUiIsImRhc2hib2FyZE9yaWdpbmF0b3IiOiJuZXdSZXBvcnRSdW5QYWdlIn0sInN0YXRlIjp7fX0%3D) |
| 4 | [Allocation ](https://docs.google.com/spreadsheets/d/1cG43Yzh3FMviyVMrWN5XNBVht81FxlzGQGUu8oZ67q0/edit?gid=1881317036#gid=1881317036) |
| 5 | [Broker session booked](https://d28000001hz6leaa.lightning.force.com/lightning/r/Report/00OOY000001kF0H2AU/view) |
5 reports/dashboards.
| Application | Used by / purpose |
|---|---|
| Website | All DCs and WPs |
| Aircall via CRM | |
| Calendly app | |
| Google Sheets (Custom) |
| Object | Who | Create | Read | Update | Delete | View All | Notes |
|---|---|---|---|---|---|---|---|
| Lead | Director Discovery TL Discovery | X X X | X X X | X X X | X X X | ||
| Customer Account | Director Discovery TL Discovery | X X X | X X X | X X X | X X X | ||
| Opportunity | Director Discovery TL Discovery | X X X | X X X | X X X | X X X | ||
| Report | Director Discovery TL Discovery | X X | X X X | X X | X | X X | |
| Dashboard | Director Discovery TL Discovery | X X | X X X | X X | X | X X |
| Action | Owner | Deadline | Raised by | Status |
|---|---|---|---|---|
| Update business requirements section with elaborated requirements and context | @Jim Chara | 4/2/2026 | @Chierag Mattoo | Open |
| Confirm lead fields used by DCs. Any thing marked N will be removed. Link - https://alliancecorp.atlassian.net/wiki/spaces/PM/embed/19955713?atlOrigin=eyJpIjoiMGNiNGE4MzljNDhiNDE2NWJlYjZmOTI1ZmYzN2I1ODMiLCJwIjoiYyJ9 | @Jim Chara | 4/2/2026 | @Chierag Mattoo | Open |
| confirm process map and call out any updates made | @Jim Chara | 4/2/2026 | @Chierag Mattoo | Open |
| Add all required Email Templates | @Tom McCallum | 4/2/2026 | @Chierag Mattoo | Open |
4 actions · all open in source.
| Requirement / story | Importance | Notes |
|---|---|---|
| Broker meeting no show / reschedule outcome If client does not turn up to broker meeting, the system to automate a notification to the DC. | Nice to have | |
| Discovery allocation automation Ability to allocate discovery consultants assigned based on defined criteria | Nice to have |
2 items parked for Stage 1.
No parking-lot items captured for this department.
No supporting documents linked from the source pages.
| Tranche | Position | Department | |
|---|---|---|---|
| Sales-side · Tranche 1 | 1/5 | Property Education Consultants (PEX) | View → |
| Sales-side · Tranche 1 | 2/5 | Discovery Team | You are here |
| Sales-side · Tranche 1 | 3/5 | Wealth Planning (PWP) | View → |
| Sales-side · Tranche 1 | 4/5 | Finalliance (Finance + Broker) | View → |
| Sales-side · Tranche 1 | 5/5 | Acquisitions | View → |
| Back-office · Tranche 2 | 1/4 | Contracts | View → |
| Back-office · Tranche 2 | 2/4 | Settlement | View → |
| Back-office · Tranche 2 | 3/4 | Accounts | View → |
| Back-office · Tranche 2 | 4/4 | Membership (+ Aircall) | View → |