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

In Ep. 115 of Top Advisor Podcast, Bill Cates speaks with Jeff Thorsteinson about advisors asking better questions rather than looking for better answers. They discuss reframing growth, referral and capacity problems, the “stop, flip, expand” framework, a four-part test for what belongs on an advisor’s plate, and three questions for discovery meetings.

1. Jeff Thorsteinson argues advisors often look for better answers when they should be asking better questions.
2. A growth challenge may actually be a capacity problem, a referral problem may point to weak positioning, and a full calendar may signal over-reliance on the advisor.
3. The episode discusses the “stop, flip, expand” framework: identify the real problem, flip the question into a more useful form, then expand it to uncover the larger issue underneath.
4. It also covers a four-part test for deciding what belongs on an advisor’s plate and three questions that can transform a discovery meeting.