Ulrike and Karl Svenson are new clients at ABC Financial. They had recently transferred all their investments to the company. The first meeting had gone very well. They felt confident about the company's ability to help with their investments and planning. They have received the first investment statement, only to find out that the investments have dropped in value. Also, the previous investment company charged them $100 per account to transfer out their investment business, for a total of $300 (plus GST). They did not realize there would be these charges. Start with one rapport building question: 1. Situation Questions: 1. 2. Problem Questions: 1. 2. Implication Questions: 1. 2. Needs-payoff Questions 1. 2. Ulrike and Karl Svenson are new clients at ABC Financial. They had recently transferred all their investments to the company. The first meeting had gone very well. They felt confident about the company's ability to help with their investments and planning. They have received the first investment statement, only to find out that the investments have dropped in value. Also, the previous investment company charged them $100 per account to transfer out their investment business, for a total of $300 (plus GST). They did not realize there would be these charges. Start with one rapport building question: 1. Situation Questions: 1. 2. Problem Questions: 1. 2. Implication Questions: 1. 2. Needs-payoff Questions 1. 2