Success using well constructed questionnaires

So what are the tools and questions that can establish a process to replicate the kitchen table engagement of the past?

Formulating a questionnaire makes sense if it is to be adopted as part of a defined client process within your business and for use not only with clients but on your behalf with referral sources.

There are two type of questionnaires or techniques that work effectively: one can be adapted for use by a referral source whilst the other is primarily used as a engagement tool for you and your clients.

An index that offers clients three or more response options on a range of financial and financial structure questions immediately identifies the opportunities for referral or solution construction. By attributing a score to the responses a scale, an index for a clients situation can be recorded and it is the improvement of this score that becomes the driving force for the need for a referral and hence the engagement appointment with your business.

This taps into the motivation of either working towards a higher score or moving away from what a low score depicts as a problematic situation.

To determine what language to engage a client with thereafter depends entirely on what success is in the eyes of the clients.

A lifestyle and success questionnaire fills that next stage and it is this stage that becomes a differentiator in the engagement process. This "vision" coaching session allows you to assess the propensity of the client to follow you advice over a period of time including the critical component of them taking your advice at the outset and also provides you with the information required to enable you to engage them on a variety of levels so that they rightly encode the message that your business and the people in your business are solely focussed on positive outcomes for them. It is they who define what those positive outcomes are in their terms.

This level of respect and the understanding that you understand them and their core focus is what the kitchen table dialogue was always about and is what techniques applied with practice, with diligence and with process can deliver.