First 4:
1) What is the #1 question you get asked by prospects?
2) What are you most surprised that your prospects don’t know?
3) What are the top 3 reasons a prospect will hire you?
4) What are your prospects most afraid of?

Second 4:
1) What services do you provide?
2) How do you get paid?
3) What are your credentials?
4) Did I read that right–you work for 2 or 3 companies?

Third 4:
1) What is your investment philosophy?
2) What benchmarks do you use?
3) Are you a fiduciary?
4) What differentiates you as a financial advisor?

Fourth 4:
1) How will you pick investments for me?
2) How do you react when clients don’t take your advice?
3) Who are your typical clients?
4) I don’t live in Arizona or Texas. Can I still work with you?

Fifth 4:
1) How has your approach changed over time?
2) What’s a statistic that emphasizes the importance of what you do?
3) What financial books have taught you the most?
4) Do you like being a financial advisor?