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Get to know your clients at a deeper level and make a bigger difference in their life [VIDEO]

Here’s a short video (under 2 minutes) with a practical idea to help your business grow. 

I’ve also included the written version if you prefer to read it.  

Give it a go – and make every minute count!  

In today’s video, provide a simple, yet extremely powerful way to dig deeper so you can make a more meaningful impact in your clients’ lives.  


If you want to get really deep and understand what’s going on in your clients’ lives then it’s really important that you go below the surface.   

So, kind of like the difference between snorkeling which is above the surface so at the surface level of the water versus scuba diving which is going really deep.  

To really make a difference in clients’ lives, you need to be scuba diving with them, you need to understand the stuff that’s really going on.  

And I often find that the worst thing about good questioning techniques is actually that questions that have an answer.  

So, often I’ll see an adviser ask a client a question, the client will answer, then the adviser will take that answer and move on to something else.   

Whereas, in my view, some of the best questions are actually those that are followed by another question.  

So, tell me more about that, let me understand that a little bit more, let me understand that a deeper level, can you explain that in a little bit more detail.  

And if you get stuck, this is one of those get-out-of-jail free cards that you get in monopoly, then you just ask the question WHY.  

Why is that important, why does that make you feel like this, why do you feel like that.   

So, if you can’t think of another follow-up question, ask the question WHY.  

All of this helps get a lot deeper, get a better understanding of the client, give them some insights into themselves that they might not have otherwise known as well and that’s a massive benefit for you as their adviser.  

So, it actually ends up becoming win-win all round.  

And it means that you’ve got a much deeper understanding of which to base all of the advice that you’re going to provide.  

So whatever you do with that, Make It Count. 


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