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THE ART OF LISTENING & ASKING QUESTIONS 

THE ART OF LISTENING & ASKING QUESTIONS

Participants become more aware of habits for active listening, learning four fundamental types of questions to use to gain understanding. 

Workshop Overview

Uncovering and understanding your clients’ needs are paramount to successful client relationships. The skills associated with this process revolve around effective listening and questioning. Why are these important? In client meetings, the focus should be on building rapport, understanding needs and discussing ideas. We believe those abilities can be cultivated and achieved through active listening.

When listening for understanding, we focus on three key areas: (1) paying attention to the client’s financial situation, goals and priorities; (2) identifying whether there are opportunities for the clients and the advisor, and (3) asking follow-up questions that expand your understanding. We believe the third item – follow-up questions – can deliver particularly useful insights.

To help you better listen for understanding, our process involves three levels:

1. Understanding your clients’ broad financial situation   2. Understanding the areas which your clients consider important  
3.  Understanding your clients’ “Must Haves”    


 

Listening for Three Things

The Art of Listening

For illustrative purposes only.

Takeaways

  • Listening actively to your clients
  • Asking questions to help you learn more about your clients
  • Activities that help build awareness and skill
  • Best practices for becoming consciously competent
     

MATERIALS


INTERESTED IN PARTICIPATING?

Workshop to help you build business and drive sustainable growth in advisor practices. Contact your GSAM representative for more information. 

Related Topics

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Understanding a client's level of commitment is essential for financial advisors and can play a crucial role in better recognizing what to do to win business. 

Individual Style: Understanding Client Signals

Advisors must understand their clients and understand themselves. We examine several behavioral styles and and what advisors can do to be more effective.

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