Riddle me this:
What do onions and probing questions have in common?
And no, it’s not a Dad joke.
Both onions and probing questions are a whole lot more effective when peeled.
From our 76 Great Questions Wholesalers Should Ask Advisors, the average wholesaler asks:
“What keeps you up at night?”
Then they feign listening to the answer, all in an effort to oblige “probing” the advisor.
The great wholesaler engages in the following exchange:
Great Wholesaler: What keeps you up at night?
Advisor: Well, to be honest, this market is overheated and long overdue for correction.
Great Wholesaler: I understand your concern [an example of Empathic Listening]. Can I ask…
Great Wholesaler: Sample peel #1: How prepared do you feel your firms’ client communication strategy is?
Great Wholesaler: Sample peel #2: How over-weighted equities have you been?
Great Wholesaler: Sample peel #3: What do you feel your general client reaction will be?
Great Wholesaler: Sample peel #4: What’s your 12 month outlook on the market?
Great Wholesaler: Sample peel #5: How concerned are you about a protracted recession?
Note how the great wholesaler is not content with a simple volley of ‘I ask one question, you give me one answer’.
They peel the onion in an effort to uncover additional (or the true) pain points and/or needs that the advisor has.
And in doing so they position themselves as a valued partner vs. a purveyor of product.
Bonus- Here’s 12 more assorted PEELS for you to use:
- “Tell me more about that.”
- “What happened?”
- “Why is that?”
- “How did you react?”
- “Why is that important to you?”
- “How did that come about?”
- “Help me understand that better.”
- “Please, go on.”
- “Explain that to me.”
- “Could you be more specific?”
- “How come?”
- “Give me another example, please.”
How can we assist you in developing better advisor interview skills – or any other skills critical to becoming a great wholesaler. Contact us and let us know!