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By David RichmanNational Director, Eaton Vance Advisor Institute

The passing of Larry King provided a special moment for reflection while watching clips and reading tributes. Perhaps most importantly, many tributes rhymed with this sentiment: "Larry made you feel like you were the only person in the room."

From a mindset standpoint, consider his own words: "The best way to be is really curious; or else you don't learn anything."

Mr. King derided other interviewers for mentioning three things from the book before framing their question to an author. Instead, he dove right in with a question like, "Why did you write this book?"

Here are two of his tactical approaches (quotes are paraphrases):

  1. "Keep questions short."
  2. "Don't try to show off how smart you are, just ask the question."

Consider becoming the "King" of the question in your conversations with existing and prospective clients.

Bottom line: Be genuinely curious. Ask tight questions and, most importantly, listen to the answers.