The Advisor Institute: Coach's Corner
Be the 'King' of the question

Practical messages intended to help you elevate the success of your practice.

The views expressed in these posts are those of the authors and are current only through the date stated. These views are subject to change at any time based upon market or other conditions, and Eaton Vance disclaims any responsibility to update such views. These views may not be relied upon as investment advice and, because investment decisions for Eaton Vance are based on many factors, may not be relied upon as an indication of trading intent on behalf of any Eaton Vance fund. The discussion herein is general in nature and is provided for informational purposes only. There is no guarantee as to its accuracy or completeness. Past performance is no guarantee of future results.

  • All Posts
  • More
    Topics
      Authors
      The article below is presented as a single post. Click here to view all posts.

      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.