Description
Asking great questions is an essential part of the job of the financial advisor. Great questions help us to gather important information, and great questions can help motivate clients to take action. Many advisors are aware of the difference between a closed-ended question and an open-ended question, but questions can take additional forms as well. Learn not only about the different types of questions that are available to advisors but also about how and when to use these questions throughout the financial planning relationship.
Learning Objectives
Learning Objectives:
After completing this training, financial professionals will be able to:
● LO #1: Examine the impact of different styles of questions on the brain.
● LO #2: Review the varied types of questions advisors can use, more than just closed- versus open-ended questions.
● LO #3: Review ideas, and reasons behind those ideas, for asking certain types of questions at specific times related to the seven steps of financial planning.
● LO #4: Understand why continuing to ask great questions, beyond initial onboarding, is so important to keep the relationship with the client fresh.
● LO #5: Examine question-asking pitfalls and discuss how to avoid them.