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Episode Summary
When a prospective client walks through the door, the ability to turn them into a life-long client boils down to the ability to do two things:
- Create trust and likability
- Uncover personal, sensitive information
If you’re unable to do both of those things, then they won’t become a client.
And nothing else matters because you can’t use your technical knowledge if the prospective client doesn’t move forward.
Your exquisite, intimate knowledge of the tax code that will save them hundreds of thousands of dollars?
It’s useless.
And, when you want to know how to improve your skill set to create trust and likeability while uncovering personal and sensitive information, you start by looking to the professions where their livelihood hinges on the ability to do those two things.
Hostage negotiators, therapists, coaches, and others have to develop the skills to do these two things, otherwise, they’re extinct.
What’s their primary tool? Asking great questions.
Once you can enhance your questions and elevate your conversations, you’ll have no problem converting prospects into life-long clients.
In this episode I’ll share:
- The research confirming the power of questions to build trust and elicit information
- The “3E Questions” that create conversational flow
- How to use follow-up questions to open the floodgates to the conversation
- How to structure your questions to encourage a better response
Resources
10 Insights To Master The Human Side of Advice (Article)
10 Insights To Master The Human Side of Advice (Podcast)
Ep. 75: Understanding The Brain To Ignite Motivation Within Clients and Prospects with Ted Klontz
Ep. 77: The Best Questions For Each Step of The Client Journey
Ep. 78: The Art of Asking Great Questions That Get Great Answers with Warren Berger
The Surprising Power of Questions (Harvard Business Review)
Whenever you’re ready, there are 3 ways I can help you master the human side of advice:
- HSOA Masterclass: 8-weeks alongside other advisors learning how to build trust & connection, align money and life, and deliver advice clients actually implement
- The Ultimate Discovery Meeting: A proven framework to seamlessly convert prospects into life-long clients in one meeting
- HSOA Community (COMING SOON!): A place to meet, collaborate, discuss, brainstorm, learn and grow with other advisors passionate about the human side of advice
If you’re interested, let me know here.