Asking great questions is a superpower for financial advisors.

Questions are proven to:

• Increase trust and likability
• Collect personal information
• Direct the flow of conversation

But, it’s not enough to simply ask questions.

The types of questions, the timing of questions, and the tone of questions all matter.

In other words, there’s an art to asking great questions.

Fortunately, Warren Berger is a Questionologist and the world’s foremost authority on questions.

And, he walks us through the art of asking great questions that get great answers from both clients and prospects.

In this episode, we discuss:

• How to ask questions to get someone to open up
• The engine that drives good questioning
• What actors can teach us about cultivating curiosity
• How to order questions for conversational flow
• Questions you ask everyday that fail to create a connection
• Using questions to convince clients your idea is their idea

 

The featured partner for this episode is Knudge, an automated system to help clients actually follow through on their tasks and reach their financial goals.

*For more resources discussed in this episode, check out www.wiredplanning.com/episode78.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

Twitter

LinkedIn

Podcast: Play in new window | Download | Embed

Subscribe: Apple Podcasts | RSS | More

Every advisor always wants to know what questions to ask.

But, more important than WHAT you ask is WHEN you ask it.

A great question asked at the wrong time is no longer a great question.

In this episode, we’ll go through six different steps of the client journey and arm you with three questions to use at each stage:

1) Intro Call

2) Discovery Meeting

3) Onboarding

4) Implementation/Recommendations

5) Review Meetings

6) Every Conversation

 

The featured partner for this episode is Knudge, an automated system to help clients actually follow through on their tasks and reach their financial goals.

*For more resources discussed in this episode, check out www.wiredplanning.com/episode77.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

Twitter

LinkedIn

Podcast: Play in new window | Download | Embed

Subscribe: Apple Podcasts | RSS | More

We all know that human beings buy on emotion and justify with logic.

Yet, when meeting with a prospect, the majority of advisors default to leading with logic rather than emotion.

The success of your prospect meeting hinges on your ability to communicate in a way that takes them out of their heads and into their hearts.

Once you do that, you can create a level of trust in 3 minutes that often takes 3 years.

Fortunately, Deirdre Van Nest works with advisors on the keys to communicating in an emotionally-compelling way to fast-track trust and likability in the first meeting.

In this episode, we discuss:

• Keys to making yourself relatable in a first meeting
• Why the purpose of a prospect meeting shouldn’t be determining fit
• A superpower to get prospects to decide faster
• Getting someone to open up by “flipping the script”
• The importance of a “Why” story to explain what you do
• The magical question to ask at the beginning of the meeting

 

The featured partner for this episode is Knudge, an automated system to help clients actually follow through on their tasks and reach their financial goals.

*For more resources discussed in this episode, check out www.wiredplanning.com/episode76.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

Twitter

LinkedIn

Podcast: Play in new window | Download | Embed

Subscribe: Apple Podcasts | RSS | More

Financial advice requires working with money and people.

Working with money is the easy part.

You need a calculator and some decent math skills.

Working with people is the hard part.

You need an understanding of what goes on in their brain.

Ted Klontz says, “The more you understand how the brain works, the more effective you’ll be working with people.”

In this episode, he reveals what advisors need to know about the brain in order to create motivation and connection with clients and prospects.

In this episode, we discuss:

• How to effectively communicate to the decision-making part of the brain
• Why palm trees are better than graphs for improving financial behavior
• What car dealers and ice cream stores teach us about prospect conversations
• A must-ask question for every prospect coming from a previous advisor
• Three keys to developing exquisite listening skills
• Why 8 of 10 people who come to you aren’t actually ready for advice

 

The featured partner for this episode is Knudge, an automated system to help clients actually follow through on their tasks and reach their financial goals.

*For more resources discussed in this episode, check out www.wiredplanning.com/episode75.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

Twitter

LinkedIn

Podcast: Play in new window | Download | Embed

Subscribe: Apple Podcasts | RSS | More