Framing

Over the years, one of the lessons the author learned was that questions are the best way to begin a conversation with a client. But how the content of those questions is designed has a huge impact on one's success in moving a client to action. That design process is called "framing." Questions are generally non-confrontational. They seek information to help both the advisor and the client clarify needs and options. And properly "framed," those questions can zero in on, and simplify the commonsense choices their clients should be considering, without being cluttered with a lot of technicalities. Give them a try.