QUIZ #1: Principles of Probing

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Question 1 of 4

1. Question
What is the difference between the probing questions within Discovery Conversations Three to Six and the questions in Discovery Conversation Eight? (one correct answer)
- Discovery Conversations Three to Six focus on what is of VALUE to each client individually and Discovery Conversation Eight focus on what are the facts of both client's current financial situation
- Both Discovery Conversation Three to Six and Eight focus on VALUE. Conversations Three to Six do so individually while Eight does so collaboratively.
- There is no difference and the questions are interchangeable depending how the adviser believes would best serve each client
- Discovery Conversations Three to Six focus on what is of Value collaboratively for each client and Discovery Conversation Eight focuses on the current financial circumstances of each client's financial life.
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Question 2 of 4

2. Question
Ideally, Certainty Advice Discovery Conversations are conducted with both members of a couple or multiple business owners. To whom are your probing questions focused on? (one correct answer)
- When probing a couple or business partners, probes are directed to both parties
- When probing a couple or business partners, probes are directed at specific individuals
- When probing a couple or business partners, probing questions can be directed individually or collaboratively – it depends on the question
- When probing a couple or business partners, probing questions can be directed to the person most able to answer
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Question 3 of 4

3. Question
How do you respond when your clients say they can’t think of a response to your probes? (one correct answer)
- That's "OK" and move on to your next question?
- Reposition the motive behind your question and re-ask your probing question again?
- Reposition your motive, reassure them there are no right answers, reconfirm that 'best guesses' are OK, repeat the importance of taking time to consider the question and provide examples of answers other clients have given
- Reposition your motive, reassure them there are no right answers, reconfirm that 'best guesses' are OK, repeat the importance of taking time to consider the question and remain attentive but silent
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Question 4 of 4

4. Question
How long do you continue to probe the same probing question during Certainty Advice Discovery Conversations Three-Six? (Multiple correct answers)
- As long as it takes to get something
- When probing for new Certainty Topics, try up to three times to reposition your probe while providing examples of potential Certainty Topics to consider
- When probing for Certainty Topic Signatures, continue to probe until you have heard at least one and at most three unique Signatures of one Certainty Topic
- Stop probing if a client becomes upset or emotional
- Too many Signatures on one Certainty Topic is not as valuable as fewer Signatures on multiple Certainty Topics
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QUIZ #1: Principles of Probing

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Answer the following multiple choice questions regarding the principles of probing advice clients during Certainty Advice Discovery Meetings

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1. Question

What is the difference between the probing questions within Discovery Conversations Three to Six and the questions in Discovery Conversation Eight? (one correct answer)

2. Question

Ideally, Certainty Advice Discovery Conversations are conducted with both members of a couple or multiple business owners. To whom are your probing questions focused on? (one correct answer)

3. Question

How do you respond when your clients say they can’t think of a response to your probes? (one correct answer)

4. Question

How long do you continue to probe the same probing question during Certainty Advice Discovery Conversations Three-Six? (Multiple correct answers)