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, Jibroo, Oman, MDRT member since 1984
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, Taipei, Taiwan, 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, Cleveland, Ohio, MDRT member since 2002
See these ideas and more at
- Great relationship-building client questions
- Powerful questions
- Learn questions that matter to clients
- Asking the right questions
- Favorite sales ideas
Very good questions to put it in right way to clients.
Excellent ideas, that changes the interview with a client and the way they see you.
Thanks