Empathic advisors are superb at building deep personal connections with prospects, clients and team members. Their ability to ask others just the right questions differentiates them from competitors. As a result they are always communicating empathically.
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Asking just the right questions comes down to approach.
Questions for the sake of asking questions
This approach can backfire when you’re attempting to communicate empathically. The other person is likely to perceive you as lacking a sincere desire to get to know him/her better. Consequently, it may become difficult to generate positive emotions and a motivating environment required to inspire action.
or
Questions based on genuine interest
This is the preferred method. It entails asking questions intended to help you know your subject better. When you ask questions out of sincerity, the prospect, client or team member will likely perceive you as a wonderful listener and someone who truly cares about them.
Select each area to understand the difference between asking questions out of curiosity versus genuine interest.
Instead of:
"When do you want to retire?"
Ask:
"As you approach retirement, is there anything that scares you?"
Instead of:
"How's the new job?"
Ask:
"What has been one of your biggest surprises in your new job?"
Instead of:
"Is your estate plan up to date?"
Ask:
"How, if at all, have your thoughts about your legacy changed over the past few years?"
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Bottom Line
Communicating empathically comes down to authenticity. Intentionally asking questions out of genuine interest when getting to know someone will help you master this dynamic.
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What's next?
If you're interested in digging deeper into this topic, you can go to the next resource. If not, we recommend continuing to the next subtopic.
Getting started
WATCH | 3 Dynamics to Overcome Client Inertia
LISTEN | An approach to learning the 3 Dynamics
LEARN | A road map to master the 3 Dynamics
Communicating empathically
PLAN | Become more empathic
Collaborating consciously
WATCH | Engage Clients in the Decision-Making Process
NEW
1 minutes
LISTEN | Put away the black robe
5 minutes
LISTEN | Beware of painting with a broad brush
5 minutes
LISTEN | Don't take the bait
5 minutes
LEARN | Engage clients based on their coping style
5 minutes
PLAN | Become a better collaborator
15 minutes
