For financial advisors and planners to do their job at the highest level requires the ability to do two things:

1. Uncover someone’s personal, intimate financial details
2. Unearth someone’s values, emotions, hopes, dreams and fears about their money and their life

Most people don’t talk about one of those things with any one else in their life.

And almost NO ONE talks about both with the same person without being under the influence of something!

That’s why the best financial advisors and are masters at knowing how to ask the “right” questions that elicit trust and create rapport while uncovering the financial and personal information they need to formulate the best financial planning recommendations.

Dr. Meghaan Lurtz joined the show to explain the keys to unlocking the superpower of questions with prospects and clients.

We discuss:

• A question to ask prospective clients that reveals exactly what they want from an advisor
• How questions help clarify your value to prospects and clients
• Why questions are the most effective way to instill trust
• All of the under-the-radar benefits of questions in the client relationship

And way more!

*For more resources discussed in this episode, check out www.wiredplanning.com/episode49

*For more resources and insights on mastering the human side of money (including our popular “Wisdom Round-Up” email), go to www.wiredplanning.com.

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*This is Part II of a two-part conversation. It’s a continuation of Episode 47. I would highly recommend listening to that episode before diving into this one!*

When Bill Bachrach started his career as a financial advisor, he was in his mid-20’s trying to convince wealthy people in their 50’s, 60’s, and 70’s to leave their current advisor and entrust him with their life savings.

He knew he needed to do something different that would stand out and inspire his prospective clients.

So, he spent countless hours refining and developing a process that eventually became known as “values-based financial planning.”

For the last 34 years, he’s been teaching advisors around the world this exact process to help them attract and acquire their ideal clients.

In this episode, we discuss:

• Facilitating a conversation where clients willingly open up and tell you about their deepest held values
• How to effectively transition from values to goals to money
• The “Values Staircase” – a process to uncover and clarify what’s truly most important
• The key distinction between building trust and building rapport
• How the way you handle documents can secretly influence your credibiity and trust

And way more!

*For more resources discussed in this episode, check out www.wiredplanning.com/episode48

*For more resources and insights on mastering the human side of money (including our popular “Wisdom Round-Up” email), go to www.wiredplanning.com.

Podcast: Play in new window | Download | Embed

Subscribe: Apple Podcasts | RSS | More