What if the way you think about money—your mortgage, your qualified plan, or even how you save—is based on something that just isn’t true?
Here’s the question:
“If some of the things you believe to be true about money turned out to be untrue, when would you want to find out?”
Let that sink in.
This question is incredibly powerful. It doesn’t accuse, confront, or overwhelm. It simply opens the door to awareness and learning—and every single person answers it the same way:
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“Right now.”
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“Yesterday.”
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“As soon as possible.”
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“Before it’s too late.”
And that response? It changes everything.
🧠 Why This Question Works
This one question does a few important things at once:
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It shifts the mindset.
Most people assume their financial beliefs are correct. This question respectfully challenges that assumption and invites curiosity. -
It earns permission.
Once someone says they’d want to know if they were wrong, you’ve earned the right to gently point out misconceptions or introduce new perspectives. -
It builds trust.
You’re not telling them what to believe—you’re asking them to stay open. That approach naturally builds a better advisor-client relationship.
🧩 What Happens Next?
After you ask the question and they say, “Right now,” you have the perfect opportunity to say:
“Great. Let’s take a closer look at your current plan and test a few things together.”
Now you’re not just selling advice—you’re helping them discover the truth for themselves.
✅ When to Use This Question
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In first-time client meetings
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During financial workshops or webinars
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On your website or lead magnets
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In your marketing materials or social media posts
It’s short. It’s powerful. And it works every time.
🎯 Final Thoughts
We live in a world full of financial myths, half-truths, and outdated advice. Helping people make better decisions starts with helping them ask better questions.
So next time you’re in a conversation about money, don’t dive into the numbers right away.
Start with this:
“If something you believe to be true about money turned out to be untrue—when would you want to know?”
Chances are, their answer will open the door to a conversation that truly matters—and it gives you the permission to challenge the financial beliefs they’ve been holding onto.
Watch Starr Barnum explain this Quick Concept:
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