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“My book is titled Exactly What to Say, but maybe I should have called it, Exactly What to Ask.”
In this enlightening episode of the Top Advisor Podcast, host Bill Cates sits down with Phil M. Jones, CSP, CPAE, the renowned expert and author of the bestselling book – Exactly What to Say: The Magic Words for Influence and Impact. Phil and Bill delve into the art and science of building an effective flow of questions that advisors can use to build trust, gain new clients, and serve those clients better.
While Phil is celebrated for his mastery of the precise language that can transform conversations, this discussion shifts the focus to the power of asking the right questions.
With financial advisors as the target audience, Phil emphasizes the importance of gaining a deep understanding of clients’ contexts before offering solutions, highlighting a strategy that invites dialogue and builds trust.
This interview of Phil is jampacked with practical techniques, such as the OFQ (Opening, Fact, Question) method, and reveals how asking better questions can lead to improved client relationships, increased referrals, and ultimately, better service.
Bill Cates and Phil Jones discuss:
- The danger of giving advice without proper context and necessity of understanding a client’s full situation.
- The incredible power of curiosity-driven conversations.
- The technique of question stacking and creating sequences.
- How to use perspective-shifting questions.
- Overcoming inertia in clients to move them to take actions that are in their best interest.
- How slowing the process can help you achieve smoother and faster outcomes.
- The transformative power of intentional language in building rapport and trust.
- …And so much more!
Related: How to Seamlessly Transition Clients from Another Advisor