Select Language

Check Application Status

Resource Zone

Ask the right questions

MDRT

Rate 1 Rate 2 Rate 3 Rate 4 Rate 5 0 Ratings Choose a rating
Please Login or Become A Member for additional features

Note: Any content shared is only viewable to MDRT members.

Your guide to getting the discussion started with clients and prospects.
Your guide to getting the discussion started with clients and prospects.

Knowing what to ask when a new client comes into your office is the first step toward meeting their financial needs and developing a long-term relationship. But asking the right questions means more than just getting details on the client’s finances. Recently, some MDRT members shared the questions they ask to gain an in-depth understanding of how they can help each client.

Getting to know you
  • Where are you from and what was it like growing up?
  • What did you learn about money growing up?
  • What is the hardest lesson you’ve had regarding money?
  • What is the best experience you’ve had regarding money?
  • Is there something important I should know about your money?
  • What is the best investment you ever made?
  • Do you have any political, social or environmental restrictions on your investment choices?
  • What would you do with your time if no one paid you?
Learning about family
  • Tell me a little bit about your extended family, and if you believe any of them will have an impact — either positive or negative — on your future financial plan.
  • Do you anticipate having to provide financial assistance for an ailing parent or grandparent?
  • Do you anticipate an inheritance that may have an impact on your retirement plan?
  • Do you feel any obligation to provide for nieces, nephews or siblings who may be experiencing financial dificulties?
  • Are there any family members with special needs you wish to provide for?
  • Do you have a blended family situation where one of your children stands to inherit more than another and you wish to equalize?
How can I help?
  • What made you come see me?
  • Has anyone ever helped you create a vision for what your financial security looks like?
  • What do you expect from a trusted advisor?
  • Who do you rely on for advice, and why?
  • What do you expect from me?
  • If you or your spouse were not here, how would you like me to counsel them? What would you want me to do?
  • If I could do three things to help you this year, what would they be?
  • If it’s five to 10 years from now, and we look back at our meeting today, what would you have wanted to accomplish financially and with your life?
Talking about risk
  • Does the stock market scare or excite you?
  • In retirement, how much of your income is OK at risk?
  • In retirement, how much of your assets are OK at risk?
  • How much risk is OK on a scale of 1 to 10, with 1 being conservative and 10 aggressive?



The following MDRT members contributed to this article: Jay M. DeFinis, CLTC; Curtis V. Cloke, LUTCF, RICP; Matthew T. Hoesly, CFP, ChFC; Brent R. Kimball, CFP, ChFC; Steven E. King, ChFC, CLU; Shuhei Ino; Michelle L. Bender, CFP; James J. Silbernagel, LUTCF, CFP; Gregory B. Gagne, ChFC; Alison Murdock.

 

{{GetTotalComments()}} Comments

Please Login or Become A Member to add comments