Why the way you’re asking questions could be wrong

Get better results with these tips from three financial advisors about the right way to ask questions.

If you want a positive result from a client, ask the question in a positive way. For example:

Don’t use: What don’t you like about your current insurance program?

Use: What do you like best about your current policy (or agent)?

Keep language straightforward when talking to clients — avoid acronyms and other jargon.

Don’t use: Why don’t you protect your executives with CYC and POS policies?

Use: How do you currently protect your management and board of directors against “X” risk?

Prakash K. Ved, 29-year MDRT member 

Get to know your clients with these two questions

1) What do you want your money to do for you when you are alive?

2) What do you want your money to do for you when you die?

Wu-Chen Huang, past MDRT member

Close meetings with these three questions

1)      What three things should we focus on during the next 30 days?

2)      Is there anything else that is important for me to know about your situation at this time?

3)      If I am going to be your trusted advisor, what do you expect from me and my team?

Jay M. De Finis, 25-year MDRT member

For more ideas on client questions

• Read “Important questions to ask prospects and clients to understand their financial goals” (MDRT member-exclusive content)
• Read “Questions to convert suspects to prospects to clients” (MDRT member-exclusive content)
• Watch “Motivating questions for selling key person and life insurance“