While using some online maps to guide a friend to my son's house from mine, I realized something that can guide your interview questions .
These mapping programs allow you to start with a world map and zoom in on any point in it to expand that into lesser maps of that area. And you can zoom in successively to enlarge a dot on a world map to a road map of just about anywhere.
So I could print out a map large enough to include both our houses, then one covering the roads and highways between, and finally one showing the street where he lives, and its surrounding streets (Find more about the online maps I used below in item #6).
Doesn't this sound like a good way to structure a financial plan, or interview questions ?
Start with the broad view. Then zoom in on successively smaller aspects of it, enlarging them at each stage to view their details and decide which are relevant. And finally show the last few steps to the goal and how to reach it.
In a financial plan your big map should show where a client is today, and where he wants to be (my house, and my son's house). Your next map can then show the different ways to get there (the alternative routes between our homes). And your final map can detail the last few steps to achieve your client's goal (the road map to my son's home).
Interview questions can follow similar maps. At the big map level ask the client "Where are you now, financially?" And when he's answered that, "And where do you want to be in five years?"
You now have both ends: the starting point and destination. What are the routes between?
Before volunteering any, find out if the client has already considered some by asking, "What do you figure are the different ways to get from where you are now to where you want to be?"
If he says "I don't know. That's why I'm talking to you" you've got a winner, so say, "Well let me think about it, and get back to you." And if he presents some routes he's been considering ask, "And which one do you like the best?"
When he tells you, ask, "So how can I help you put that into effect?" And he'll tell you what he expects from you. Or ask "Are you interested in some other possibilities?"
You should now have a good idea of how to draft the maps that show him how to get to where he wants to.
But before you leave, whether it's a financial plan, or an interview, summarize everything he's told you by saying, "As I understand what you've said, your present position is ... Your goal is ... And you like me to figure out the best way to get there. Is that right, or have I left something out?"
And to open your next meeting repeat the summary.
Here's the way to visualize your interview questions as maps:
1. Big map shows both the starting point and destination,
2. Middle map shows the different routes between them, and
3. Final map details how to arrive at destination.
Good way to plan almost anything!
Zoom In - To learn more about this author, visit Donald F. Pooley's Website.
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Donald F. Pooley
(Visit Donald's Website)
Don Pooley, the author of this article,
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Copyright 2005, Donald F. Pooley, Inc.
Don Pooley CLU, CFP, CHFC, "The
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