The best conversations with clients and prospective clients have two things in common:

1) They create trust and connection that allows the person to open up and share information with you that they’ve likely never shared before

2) They unearth valuable information and stories about the person that provides insights to help them align their money with the life they want to live.

Ultimately, they place the life of the client at the center of the conversation.

In this episode, Mitch Anthony shares how advisors can design a discovery process that does just that by learning how to use stories and analogies, asking great questions, and focusing on transitions over goals.

We discuss:

The best way to motivate someone to save more money
A communication skill used by the best communicators of all time
His favorite question to get someone to open up and make a connection
The “EAR” method for asking questions that elicit the best responses
Why transitions are more important than goals in the financial planning process
And way more!

To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here

Connect with Brendan Frazier:

02 Our Power