Strategy
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What can happen
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Questions to use
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1. Get the opinion from clients — identify strong ones. | Can open the door to their decision-making process. The stronger the opinion, the easier it is to access. | What do you think about X? What concerns you about X? How do you feel about X? |
2. Find out what the opinion represents to clients and ask repeatedly until you get to a deeper level of their concerns. | Understanding of their decision-making criteria, value structure upon which their decisions are based. | What is important to you about X? What is that about for you? What would that give you? |
3. Understand the hierarchy of concerns and values. | Shows clients’ hierarchy of decision-making and helps them connect in a conscious way to their most important criteria. | What is important to you? Which is more important to you — A or B? While you say A, B and C are important, how would you rank them? |
4. Make sure clients are clear on what is most important to them. | It helps them make their decisions congruently with their hierarchy of values. | If we were able to do A, B and C, how satisfied would you be? What would it do for you if you had just A and B? |
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Advisor.ca would like to thank Advisor Pathways for providing this document. To learn more about Advisor Pathways’ coaching and consulting services for advisors and their firms, please visit www.advisorpathways.com.