Kitces and Carl - Real Talk for Real Financial Advisors Carl's 13 Magical Questions Of Conversational Goodness With (New) Clients: Kitces & Carl Ep 142
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Jul 11, 2024 Client communication expert Carl Richards and Michael Kitces dive into impactful questions for deeper client connections, including childhood money memories and values. They discuss the power of probing questions to understand clients' perspectives and foster meaningful conversations about money across life stages.
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Start With The Presenting Problem
- Ask 'What brought you in today?' and follow with 'How do you think we could help with that?'.
- Use these to quickly surface the client's desired future state and start diagnosis.
Clients Value A Clear Desired Future
- Clients judge advisors by how well they paint a desired future state and reduce uncertainty.
- Good questions help clients imagine that future and evaluate your fit.
Use Time-Based Future Framing
- Use time-based future framing like Dan Sullivan's 'If we were meeting three years from today...'.
- Frame future questions to help clients describe concrete outcomes to aim for.