The Art of Asking the Right Questions: Lessons from Jesus for Financial Advisors

Jesus was a master at using questions to engage and transform. During His earthly ministry, He asked 339 questions but gave only three direct answers. This deliberate approach teaches us how to connect with and guide others meaningfully.

How Jesus Used Questions to Transform Lives

1. Building Bridges Through Questions
When Jesus met the Samaritan woman at the well, He began with a simple, nonjudgmental question: “Will you give me a drink?” This opened the door to a profound spiritual conversation.

Similarly, when He asked Peter, “Who do you say that I am?” Jesus wasn’t seeking information but inviting Peter into a deeper understanding and relationship.

2. Encouraging Self-Reflection
Jesus often responded to inquiries with questions. For example, when the rich young ruler asked about eternal life, Jesus asked, “What is written in the Law?” This method encouraged people to examine their own hearts and beliefs.

3. Creating Space for Growth
Through questions, Jesus helped people connect their head knowledge with heart wisdom. This approach allowed them to wrestle with important truths, leading to lasting transformation.

What Financial Advisors Can Learn From Jesus’ Approach

Use Questions to Build Connections
Instead of offering solutions right away, start conversations by asking thoughtful questions:

• “What does financial peace mean to you?”
• “How do you feel God is leading you in this season?”

Ask Questions That Foster Reflection
Good questions create moments for clients to pause and think deeply:

• “What keeps you up at night about your finances?”
• “What financial legacy do you want to leave for your family?”

These questions can reveal clients’ values, fears, and hopes, building trust and understanding.

The Right Questions at the Right Time

Just as Jesus knew the perfect time to ask a question, financial advisors should be sensitive to their clients’ emotional and spiritual readiness.

1. Pay Attention to Body Language
Observe cues such as eye contact, tone of voice, and posture to gauge a client’s comfort level.

2. Use Follow-Up Questions
Encourage deeper dialogue with questions like, “Can you tell me more about that?”

3. Create a Safe Space
Let clients know it’s okay to process their thoughts without pressure. Briefly share personal experiences when appropriate to foster trust.

Growing as a Question-Asking Advisor

1. Reflect and Refine Your Approach
Set aside 10 minutes daily to evaluate past client conversations:

• Which questions led to meaningful insights?
• Where did you rush to offer advice instead of listening?

2. Practice Active Listening
Use techniques like the “two-second rule”—wait two full seconds after a client speaks before responding. This shows respect and often encourages them to share more.

3. Keep a Journal of Questions
Document questions that sparked breakthroughs. Review it regularly to identify patterns and improve your questioning skills.

Building Long-Term Trust Through Questions

1. Show Clients You Care
Thoughtful questions demonstrate that you value their story. This builds respect and deepens relationships.

2. Follow Up on Key Details
Revisit past discussions:

• “How did your conversation with your children about inheritance go?”
• “What progress have you made on your charitable giving plan?”

3. Partner in Their Journey
Rather than positioning yourself as the expert, approach each meeting as a collaboration. This strengthens trust and fosters shared accountability.

Practical Tips for Implementing Question-Based Advising

Incorporate These Strategies into Your Practice:

• Begin meetings with open-ended questions: “What’s been on your heart lately?”
• Follow the “three-question rule” before offering advice.
• Pray for wisdom to ask the right questions that align with God’s plan for your clients.

Sample Questions to Use:

• “What financial peace would look like for you?”
• “How do you see God’s provision in your current situation?”
• “What steps feel right for you spiritually and financially?”

Avoid Common Pitfalls:

• Don’t rush to solve problems—allow space for reflection.
• Resist the urge to fill silences after asking a question.

Conclusion: Questions as a Ministry Tool

Good questions, like those Jesus asked, do more than uncover facts—they transform lives. As financial advisors, we have the privilege of walking with clients through their journey toward financial peace and stewardship, rooted in their faith.

By following Jesus’ example, we create space for clients to connect with God’s purpose for their resources. It’s not just about building wealth—it’s about building trust, relationships, and spiritual growth.

Join the Next Kingdom Advisors Group

Ready to deepen your faith and financial practice? Join us at our next Kingdom Advisors Group meeting. Together, we’ll explore how to integrate faith into every aspect of our financial advising.