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The Financial Professional’s Guide to Communication: How to Strengthen Client Relationships and Build New Ones by Robert L. Finder

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Chapter 5. Any Simple Questions?

I will be a fool in question, hoping to be wiser by your answer.

—William Shakespeare, All’s Well That Ends Well

What do you do when the music finally stops? When you sense that your clients have gladly told you everything they thought you should know about their

The temptation to move into problem-solving mode is great, but please resist.

Seldom will your clients’ stories be complete. Inevitably there will be aspects that are still unclear or undiscovered. You need to probe further. However, now it’s your turn to be more direct and ask questions so that no stones are left unturned before you proceed to the next phase of your ...

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