Power Question: What’s the most important thing we should be discussing today?

Professionals often go into an affluent client or center of influence meeting with an agenda. Doing so is smart business. However, your objectives may not coincide with that of the other person, which can not only lead to a wasted meeting, but also an adverse impact on the relationship.

The question is used at the start of a meeting. It may also be used when a meeting is going “off track” because the affluent client or the center of influence isn’t meaningfully engaged.

You want to make sure you’re truly being responsive to affluent clients and centers of influence. At the same time, you want to move your agenda along. None of this is possible unless you’re in sync with what’s important to the other person at that time. This question demonstrates concern and is very useful in addressing critical needs and wants.