Curiosity, enthusiasm and understanding - engage clients with SHAPE Questioning

Financial Planners

Better Questions. Better Conversations. Better Advice.

Financial planners know advice only works when clients feel heard. Yet conversations often stall — fact‑finding drags, sensitive topics get rushed, and next steps remain unclear.

The Curiosity, enthusiasm and understanding - engage clients with SHAPE Questioning canvas gives you a simple, repeatable way to ask better questions that build trust, uncover true priorities, and move conversations forward with confidence.

With practical prompts, real scenarios, and conversation‑ready tools, you’ll keep discussions client‑led, energised, and focused on outcomes.

Why Advisors Choose This Program

  • Practical and Actionable — the Application Canvas, fillable PDF worksheet, and guidance — help you adopt the approach to ensure your conversations deliver value.
  • Integrated Application — canvas, case study, short videos, ebooks, and worksheet — combine insight with implementation so you can apply SHAPE in real conversations.
  • Built for Financial Planners — examples, language, and scenarios — tailored to your world, ensuring relevance and immediate usability.
  • Framework that Delivers — with practice, the framework becomes a repeatable way to explore your client’s world — uncovering value and strengthening relationships.
  • Trust-building Impact — questions that explore and engage — build relationships, reveal priorities, and uncover hidden opportunities.

Tools That Build Trust 

  • Application Canvas — step‑by‑step guide — run clearer, client‑led conversations.
  • Fillable PDF Worksheet — practice and refine — build confidence in SHAPE questioning.
  • Vbytes — short videos on each element — with David Lambert, CEO Relcap.academy.
  • Case Study — Jake’s client conversation — shows how SHAPE questions uncover value.
  • Scenarios — realistic situations — apply the approach to financial planning situations.
  • Reflections — guided prompts — connect the SHAPE approach to your clients.
  • Do’s and Don’ts — practical guardrails — avoid pitfalls and keep conversations authentic.
  • Certificate of Completion — formal recognition — demonstrate your achievement.

Ready to shape conversations that build confidence and clarity?

Financial planners succeed when conversations uncover what truly matters. SHAPE Questioning gives you a repeatable way to ask better questions, build trust, and guide clients with confidence.

Are you ready to turn questions into trust? Start shaping conversations today.

Build your skills further...

David Lambert

Your Master Coach - Co-author of Smarter Selling

David is the Master Coach for the Relationship Capital Academy and co-author of the Financial Times published best-seller, Smarter Selling, on which many of our programs are based.

A lifelong learner with a passion for educating, David draws on a wide range of business and sales experience that includes time as a sales consultant; restaurant owner; head of business development and Director and Marketing and Communications at PwC. Equipped with a master's degree in Human Resources and Training, he was also Director of PwC’s Leadership Academy.
 
For more than 25 years, David has worked with leading organizations helping them to develop the communication and trust-building skills of their people. Now he is working with you!