Great Questions For Your Client Discovery Meeting

So recently we've written about initial client engagement and in particular how to engage clients with a difference even before you sit down with them.

We've also posted on YouTube at http://m.youtube.com/user/positiveclientengage

- a couple of videos about using mind maps with clients in the discovery process.

The key outcomes of course that we are looking for are:

- depth of knowledge of the clients circumstances that transcends pure numbers and data of the clients financial situation but leads you to truly understand the clients world

- which then allows you to become involved in that world and play your part

- that part is to assist the client live out what is important to them

If you can do that then that is true client engagement and service delivery. Clients will utilise your solutions and advice and pay for it and proudly refer you to their social circle because simply you have delivered with difference.

But to properly engage even using a mind map technique you need to be asking great questions.

Many people do this naturally - there is an innate and genuine curiosity that demonstrates respect and the understanding of another's point of view.

It's basic conversation. It's about the way you were brought up. It's about how you engaged your family around the dinner table. (do people do that anymore as a family??).

And therein lies the problem. Since 1992 as the internet began, we have started communicating differently.

There are some advice professionals who no nothing other than communicating via a portal rather than face to face.

So great conversations are not so natural today.

So what are the great questions?

It depends on you and if you have some of the ingredients of the above great listeners and communicators.

But essentially you need to be asking:

- what's the clients thought process around planning for their future
- what has that thought process brought up
- how do they feel about it
- how do they feel about areas of their life such as family, health, interests, hobbies, relationships, philanthropy, community, education, living circumstances, travel, over all well being, social circle, work,
- what's a life that is full look like to them
- what dreams are they missing out on
- what dreams are they living
- what dreams are they fearful of chasing
- what would they have missed out on if they don't take action
- how would they live if money was plentiful
- what would they change
- what if circumstances meant they needed to fast track plans for providing for their family
- have they done enough
- what does success look, feel, sound like
- how do you know when you're there


Great questions can not be forced or read out like a script. They need to evolve. It's a journey. Great questions are a great conversation. Great conversations start with a willingness to share and a great listener.