Behavior Gap Radio 1380 | Go-Deeper Transitions
Jan 29, 2026
A guide to moving past surface questions into deeper financial conversations. Practical phrases show how to invite more honest answers and react to strong words. Examples demonstrate probing money beliefs, embarrassment, and class background. Advice on when to shift from solutions to exploring problems and how to ask permission for awkward questions.
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Influences And Favorite Opening Questions
- Carl references influences like Dan Sullivan, Bill Bacharach, and George Kinder as useful question models.
- He often asks clients why money is important and explores first experiences with money.
Go-Deeper Matters More Than First Questions
- Initial discovery questions matter less than the ability to go deeper after the answer.
- The real value in financial planning comes from follow-up transitions that uncover underlying meaning.
Use Simple Prompts To Invite Depth
- Use simple prompts like "Tell me more" or "Say more about that" to invite deeper sharing.
- These minimal transitions create space for clients to reveal emotion and context.
