This article examines using ADAPT questioning and select business-development strategies to enhance financial planner productivity. ADAPT is an acronym that stands for assessment, discovery, activation, projection, and transition. Descriptions and discussions on monologues versus dialogues, including pseudo and authentic, and “expertise × enthusiasm = the enemy” are provided. Authentic dialogue consists of client engagement and sharing; financial planner listening, learning, and responding; and the client trusting.
Author: Stephen M. Avila, PhD, CPCU, CIC, is a professor of risk management and insurance and codirector for the Center of Actuarial Science, Insurance and Risk Management, at Ball State University. He has published in Risk Management and Insurance Review, Journal of Financial Service Professionals, Journal of Insurance Regulation, Journal of Insurance Issues, Journal of Business Ethics, Journal of Insurance Education, Journal of Financial Education, Compensation and Benefits Review, and other research outlets.
Author: Ramon A. Avila, PhD, is the George and Frances Ball Distinguished Professor Emeritus of Marketing and the founding director of the H.H. Gregg Center for Professional Selling at Ball State University. He completed his PhD at Virginia Polytechnic Institute and State University in 1984. Before coming to Ball State, he worked in sales with Burroughs Corporation. Dr. Avila was presented with Mu Kappa Tau’s Outstanding Contributor to the Sales Profession in 1999. He has presented numerous papers at professional conferences, been the program chair and director for the National Conference in Sales Management, and published research in Journal of Marketing Research, Industrial Marketing Management, and Journal of Management, among others. A frequent consultant, he has worked with major corporations, including AT&T, Burroughs, and Honeywell, among others. His teaching focuses on industrial marketing, professional selling, and sales management.
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