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North Central Risk Management Education Center

North Central Risk Management Education Center. Initiating the Financial Planning Discussion. Alan Baquet Dave Goeller. Initiating the Financial Planning Discussion. Introduction Listening Asking the Right Questions Facilitator vs Expert Practice. Introduction. Who are you?

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North Central Risk Management Education Center

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  1. North Central Risk Management Education Center

  2. Initiating the Financial Planning Discussion Alan Baquet Dave Goeller

  3. Initiating the Financial Planning Discussion • Introduction • Listening • Asking the Right Questions • Facilitator vs Expert • Practice

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

  5. ListeningLevel 1 Speaker Listener Level 1 Level 1 Topic

  6. ListeningLevel 2 Level 2 Speaker Listener Level 2 Topic

  7. Asking the Right Question

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

  9. Closed Ended Questions • Best use • Beginning discussions with someone you don’t know (safe to answer) • Misplaced, will kill communication

  10. Open Ended Questions • Usually start with • What, Why, How, Tell me about…or Describe • Result in longer answers

  11. Open Ended Questions • Best use • Gaining information about values/feelings • Discovering the “real issue” • Helping determine opinions • Probing into details

  12. 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

  13. 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

  14. Questioning Techniques Leading questions • Don’t you think Lori is just the greatest? • Option 2 is better isn’t 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.

  15. 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

  16. Questioning Techniques Rhetorical questions • Actually more statements than questions • Isn’t John a creative person? or John is a creative person. • Doesn’t he use space well? or He uses space well. • Wouldn’t you love to have his talent? or He has talent. • Most powerful when rhetorical questions are bunched together

  17. Asking the Right Question Sincere Manipulative

  18. 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

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