The Importance of Framing Questions

Mark Ray: I would also lean towards raising questions in a how and what's more so than why only because I find sometimes the why tone can look a little bit accusatory. The start of this, this webinar about that prospect feeling understood on that blind journey and helping them understand the look is massively important. Mark Ray: What's an underrated word also to Charlie's point? When does that happen? When was the last time that happened? It's just underutilized.