Successful financial advisors know that the art of asking questions is a critical communication skill. Great questions lead to many good things for financial advisors, including the following:
- Stimulating the other person’s thinking (i.e., prospective client) and encouraging dialogue
- Encouraging the prospective client to discuss their financial life and “hot-button” issues, and how these concerns might be addressed and improved
- Allowing the prospective client to discover for themselves what their real needs, wants, concerns, aspirations might be
- Demonstrating empathy
At ClientWise, we developed a list of 99 discovery questions to help you better serve your prospects and clients.