How to Think (and Ask) Like a World-Class Adviser

Most advisers rely on open and closed questions. Nothing wrong with that, but it’s a bit like playing a piano with just two fingers. There’s a whole toolkit of question types that can transform your fact find into something far more powerful.

Here’s the list I use in coaching:

• Goal‑assessment questions — “What outcome would you ideally like to achieve?”

• Priority questions — “Of everything we’ve discussed, what matters most right now?”

• Hypothetical questions — “If money weren’t an issue, what would you choose?”

• Clarifying questions — “Just so I’m clear, what does that mean to you?”

• Objection‑surfacing questions — “What concerns do you have about moving forward?”

• Fact‑gathering questions — “What existing plans or policies do you already have?”

• Thought‑provoking questions — “What would happen if you changed nothing for the next five years?”

Each one has a job to do. Some uncover emotion, some surface resistance, some get the client thinking. Use a mix, and you’ll get a richer picture of your client’s world—and better advice outcomes.

Pick four of the seven and use them in your next client meeting. Don’t overthink it. Just keep the conversation flowing and listen carefully. And if you’re feeling brave, record the meeting, drop the transcript into AI, and check your talk‑time ratio. Aim for 80/20 in the client’s favour—that’s where great advice starts.

Just remember to use a confidential AI such as Microsoft Copilot.