Little Questions Vs Big Questions

FINANCIAL PLANNERS – does size really matter?

Absolutely. Yes.

When working with our clients there are BIG QUESTIONS and LITTLE QUESTIONS, and the difference really matters.

Because answering LITTLE questions adds no value and can even get in the way.

Instead, we create value by focusing on the BIG questions.

But to do that, you first need to know how to tell the difference between a BIG question and a LITTLE one.

So to help, here are the 5 tests you can apply to distinguish between the two.

1. LITTLE questions tend to be ‘transactional’. They are a question on the journey to a product transaction. BIG questions are ‘human’ questions on the journey to a desired life.
2. LITTLE questions are usually ‘technical,’ such as, ‘How can I save tax on my…?’ Whereas BIG questions are ‘emotional,’ like, ‘How can I feel more secure in my retirement?’.
3. LITTLE questions are generic, such as, ‘Is this a good investment fund’. BIG questions, however, are personal, like ‘Do I have enough to live my best life?’
4. LITTLE questions believe the answer is ‘out there somewhere’ ️(external) – on Google, in a book, on a calculator or in an Adviser’s head. But BIG questions understand that the answer lies within the asker’s heart and soul, and only they can truly answer it.
5. Because of the first four points, LITTLE questions make the process harder for you. You are the performing monkey, dancing for the client to show your technical worth. BIG questions are hard work for the client because they need to look into themselves emotionally for the answers – and nobody likes to do that. Ironically, because of that resistance, BIG questions are even harder work for you because you have to drag the client to them!

So, next time your client is asking you questions, run them through the test and identify whether it is a LITTLE question or a BIG question.

And if it is a LITTLE question, turn it around into a BIG question and fire it back.