Advisers who can push their clients to share personal goals and dreams form the deepest relationships, leading clients to reveal more assets and to refer more friends and family.
But the process of getting clients to think about — and especially to divulge — their aspirations is challenging.
Julie Littlechild, founder of Advisor Impact, said it requires creativity and persistence to help clients open up and see “a complete picture of what’s important to their lives.”
Posing the right questions can often get that conversation going. Here are some tried and true queries advisers use to get the ball rolling.
(Source: Financial Planning Association survey, May/June 2014)
By Liz Skinner