Covers the “How to” practicum to raise advisors competency and comfort with asking meaningful, probing questions, and let responses guide subsequent questions in order to understand all aspects of prospect or client’s financial life and all vectors, and how to do so in a natural, conversational manner.
What You’ll Learn
After completing this course, students will be able to:
Describe the purpose and value of inquiry
Ask difficult questions and navigate necessary yet uncomfortable conversations with clients
Ask and follow up on different types of questions to deepen knowledge about clients
Examine the qualities and characteristics of effective inquiry for meaningful exchanges of information with clients
Explore additional techniques and dos and donts to enhance inquiry skills