Webinar Replay

The Sales Questions Every Advisor Should Be Asking

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WHAT YOU'LL LEARN:

What if you had the right questions to completely transform your client relationships? As an advisor, you know that your success often hinges on how well you understand your clients’ needs—and that all starts with the questions you ask. Imagine stepping into your next client meeting with the confidence that you’re about to develop insights that will not only help your clients but also set you apart as their go-to advisor. Sounds intriguing, right?

Digging Beyond the Surface: We’ll show you how to ask the kind of questions that get to the heart of what your clients really want and need, opening up new opportunities you might not have seen before.
Building Stronger Relationships: Learn how the right questions can build trust and make your clients feel truly understood—strengthening your relationships for the long haul.  
Real Tips You Can Use: We’ll share practical tips on how to weave these questions into your everyday conversations with clients, so you see real results.  
Elevating Your Practice: By the end of this session, you’ll have a toolkit of questions that can elevate your advisory services and help you stand out from the crowd.

KENDALL RAWLS
Director of development, ISPA

Kendall Rawls is the Director of Development for ISPA who knows and understands the challenges that impact the success of an entrepreneurial owned business. Her unique perspective comes not only from her educational background but, more importantly, from her experience as a second-generation family member employee of The Rawls Group - Business Succession Planners. 

CO-HOSTS

JOE GIRARD
SALES PERFORMANCE COACH, CHANGE GROW ACHIEVE

Joe Girard is a sales performance coach and consultant from Victoria, British Columbia Canada. His mission is to rid the world of "salesy weirdos" and help people sell like humans. Joe has worked in sales for 25 years, from being a sales rep to manager and trainer to now helping coach and train companies around the world. He believes that it's not what he puts into people, but rather what he can pull out of them to find their unique opportunities. His understanding of the sales mentality coupled with complex strategic thinking allows Joe to find creative ways to solve challenges and make them fun.

"The most important item I gained by obtaining training in succession planning was an understanding of the legion of drivers that impact a successful succession plan. It gave me the ability to understand my clients’ motives better (which in many instances are not fully articulated)." 

Leon M Rogers, CPA/ABV/CFF, CFE, CVA, CSP 
Managing Member, Tetrick and Bartlett

"I was always trying to find better ways to speak with business owners about succession planning. This training helped me transition from selling to asking better questions. This also enhanced my listening skills and I pivoted to teaching/consulting to their issues. I was better able to help privately held businesses move through the process of Succession, Exit and Transition."

Michael C. Valdez, AIF, CLU 
Founder & President- Business Transition Council