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If you don’t probe and widen effectively and get to the big issues and the big questions – when is this likely to show itself as a problem?
What is the planner’s role when probing and widening to find the big issues?
Which of the following are indications that you are getting closer to the big issue?
(Select 3 answers)
How many layers of small questions and answers should you drill through?
If small issues are technical, what are big issues normally?
If you answer a small question, what is likely to happen?
Which TV detective would have made the best Lifestyle Financial Planner?
Which part of your mind should be controlling the presentation and social aspect of the conversation?
Which part of your mind should be observing and directing the conversation?
What should the Probe & Widen session feel like to a client
What is the purpose of ‘Probe and Widen’?
What is the preferred question type to be used during the stage?
How important are technical & transactional questions at this stage?
What is an open question?
What is the best type of open question to ask during the Probe & Widen stage in order to get to the root issue?