Open questions are designed to invite your client to respond freely so you can obtain a greater amount of information about them and their goals. You will not receive "yes" or "no" answers to open questions. When you begin an initial dialogue with a client, it makes sense to lead with an open question so the conversation will flow easily. Here's an example of an open question: "What are you really trying to accomplish?" Closed questions such as, "Are you interested in using our services?" or "Have I covered everything on your agenda for today?" will limit your client's response and better allow you to direct the conversation.
The VALUEQS Skill Model
The skill model consists of five key elements:
1. Validate the Big Picture
2. Assess the Gap
3. Learn the Issues
4. Understand the Impact
5. Express Your Understanding
Validate the Big Picture. This means knowing how to ask questions that help you to identify the client's vision and goals. A big mistake we see many advisors make is neglecting to validate the big picture with clients with whom they have an established relationship. Rank the client's goals by priority.
Vision: Where do you want to be in three to five year's time? What is your spouse's vision? Are you both aligned? What will your business life look like in three to five years?
Goals: What goals have you set in respect of your personal development? Family? What is your spouse's goal? What are your business goals this year? Three to five years from now? Are your goals and your vision aligned? What steps are you taking to achieve your vision and goals?