Ep. 115 – The Three Discovery Questions Every Advisor Should Ask with Jeff Thorsteinson

What if the problem you’re trying to solve isn’t the real problem at all? How might that damage rather than help your business?

Jeff Thorsteinson argues that advisors often look for better answers when they should be asking better questions.

A growth challenge may actually be a capacity problem.

A referral problem may point to weak positioning.

A full calendar may signal over-reliance on the advisor.

In this episode of Top Advisor Podcast, Bill and Jeff explore why questions are “the operating system of leadership.” The questions advisors ask shape their strategy, hiring decisions, client conversations, and plans for growth.

They discuss Jeff’s “stop, flip, expand” framework, a four-part test for deciding what belongs on an advisor’s plate, and three questions that can transform a discovery meeting.

As Jeff puts it, “The next breakthrough in your business may not require a better answer. It just simply requires a better question.”

3 Key Takeaways:

Reframe the problem before solving it. (03:35)

An advisor who says, “I can’t grow the business,” may actually have a capacity problem. If the team is overwhelmed and every decision depends on the advisor, more clients will create more chaos.

Move from pursuit to attraction. (07:03)