The business of financial services has been described in a number of ways. But one thing that is consistent is this-this is a business of relationships. In order to build the most effective relationships with our clients and provide the very best in financial services, planning has never been more important. In one of my recent coaching sessions, an advisor gave me this idea, which he had received from another Supernova advisor. It is a wonderful, three-part open ended, opening question when beginning a new relationship with the client.
“Tell me about your experience with money, what did money mean to you growing up, what do you want your children to learn about money?”
I believe this is a marvelous question to get to know your clients better. This is especially a good question to ask when you are talking to a couple. Understanding any differences the couple has in their thinking may be important to you in the future.
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