I am in process of putting together a self-study programme for advisers with the working title of 'The Art of Client Centred Questioning'.

A significant element of creating a powerful and transformational client experience is your questions and how you ask them...

Because without asking all we can do is make assumptions, and miss vital information.

For example, when you think about it there are two kinds of fact find...

The hard facts and the soft facts.

Collecting hard facts is standard practice but it is mastering the soft fact gathering process that brings financial planning and advice to life - finding out what matters to your client, what their goals are, what their fears and concerns are.

When it comes to delivering your recommendations, it is your questions that make the process powerful and creates buy-in from your clients, rather than just giving them information.

And what about helping your client stay on track, avoid making mistakes and staying committed?

Isn't skillful questioning right at the core of this?

So... I am curious about your challenges in this area.

What is your number one challenge around client questioning? For instance, ...

I would greatly appreciate your help with this... you can respond by using the box opposite.

Thank you in anticipation of your help, I really appreciate it!

To your success

John