How do you encourage a client to really open up?
The most powerful financial planning conversations don’t come from rattling off a laundry list of questions.
They happen when a client feels safe enough to share what really matters and begins thinking more deeply about their life.
Why does this matter?
Because the quality of your advice can only ever be as good as the quality of information you draw out. The deeper you go, the bigger the impact you can make.
In this article, I want to highlight one of the simplest and most underused questions that can help your clients open up in ways that can completely transform the conversation.
The challenge with asking direct questions
If you ask a new client something like, “What are your goals?” chances are, they won’t have a clear answer.
Most people don’t walk around with a list of well-defined goals in their back pocket.
That’s why part of your value is helping them explore possibilities—and then shape those into meaningful goals that truly matter.
To do that, you need questions that gently unlock clarity.
Enter the “scale question”
A wonderfully effective approach is to use a scale question.
For example:
“On a scale of 1 to 10, with 10 being high, how happy and satisfied are you with your financial situation?”
It’s simple. It’s subjective. And it gives you something concrete to work with.
From there, you can explore:
*Why they chose the number they did.
*What it would take to move higher up the scale.
*What they would gain by making that shift.
*What kind of goal feels meaningful to pursue.
*How they would need to change in order to achieve it.
A single scale question can move someone from vague thoughts to focused clarity—and that’s where the magic happens.
Why scale questions are so versatile
One of the great things about scale questions is how many ways you can use them. They work beautifully for:
*Measuring progress – “On a scale of 1–10, how do you feel you’re progressing with…?”
*Exploring motivation – “On a scale of 1–10, how motivated are you to…?”
*Creating commitment – “On a scale of 1–10, how committed are you to…?”
*Raising self-awareness – “On a scale of 1–10, how important is…?”
Scale questions can make it much easier to talk about subjective areas, such as feelings, beliefs, and opinions.
They work where direct questions often fail.
A real-life example
A financial planner I coached once shared a business challenge that had been weighing on her. I asked:
“On a scale of 1–10, how motivated are you to make a change?”
She replied: “6.”
That was interesting—if it was such a big challenge, why not a 10?
As we explored it, she realised she had been stuck in procrastination because of an imagined fear. That simple question opened a door to a much deeper realisation. From there, she began making immediate progress.
What makes it work?
The key is curiosity. When you ask without agenda other than simply wanting to understand, you create the conditions for clients to have their own breakthroughs.
When to use them?
Scale questions work in first meetings, discovery sessions, reviews, in fact, anywhere. The trick is to use them sparingly, so they retain their impact.
Try one in your next conversation. You may be surprised at how quickly it helps your client gain clarity and how it can open up a dialogue.
PS. What is a simple financial planning questions formula? Click here to find out.
