North Central Risk Management Education Center

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• North Central Risk Management Education Center

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Initiating the Financial Planning Discussion
Alan Baquet Dave Goeller
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Initiating the Financial Planning Discussion

• Introduction
• Listening
• Asking the Right Questions
• Facilitator vs Expert
• Practice

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Introduction

• Who are you?
• Are you qualified?
• Why should they trust you?
• Will this be confidential?
• What role will you take?

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ListeningLevel 1
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ListeningLevel 2
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Asking the Right Question
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Closed Ended Questions

• Usually start with
• Is, Do, Did, Would or Will
• Result in single word or short factual answer
• Yes/No
• Specific fact

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Closed Ended Questions

• Best use
• Beginning discussions with someone you dont know
  (safe to answer)
• Misplaced, will kill communication

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Open Ended Questions

• Usually start with
• What, Why, How, Tell me aboutor Describe
• Result in longer answers

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Open Ended Questions

• Best use
• Gaining information about values/feelings
• Discovering the real issue
• Helping determine opinions
• Probing into details

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Questioning Techniques Funneling questions

• Detective work
• Start out with closed ended, easily answerable
  general questions
• Begin to home in on a point more and more with
  each question
• Seek more detail as questions continue
• Eventually go to open ended questions
• Good techniques for discovering hidden
  information

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Questioning Techniques Probing questions

• Digging deeper
• Asking for examples
• Asking for more details
• Help me understand (playing dumb)
• What EXACTLY do you mean when you say
• Asking the WHY questions
• Getting the Whole story

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Questioning Techniques Leading questions

• Dont you think Lori is just the greatest?
• Option 2 is better isnt it?
• Creating a choice between two acceptable options
  such as, Do you want a salad or a burger?
• What they really want is ice cream.

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Questioning Techniques Collaborative/team
questions

• Shall we approve 3?
• Should 3 be approved?
• Would you like me to make the call for us?
• Should I make the call?
• Can be effective way to build trust

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Questioning Techniques Rhetorical questions

• Actually more statements than questions
• Isnt John a creative person? or John is a
  creative person.
• Doesnt he use space well? or He uses space
  well.
• Wouldnt you love to have his talent? or He has
  talent.
• Most powerful when rhetorical questions are
  bunched together

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Asking the Right Question

• Sincere Manipulative

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Initiating the Financial Planning Discussion
Acknowledgments The Coaches Training Institute
(CTI) www.thecoaches.com Laura North What is
Coaching www.truenorthcoaching.com Mindtools
Essential skills for an excellent career
www.mindtools.com