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.
These are some questions that MDRT members ask to gain an in-depth understanding of how they can help each client.
- 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?
Excelente pregunta ya que permite abrir la comunicación con el cliente de una forma amena y como comenta Thomas, se van enlazando otras preguntas más que van descubriendo una nueva persona y por nuestra parte sabremos cómo podemos realmente apoyarlo uo aprender del Cliente.
The question: “What’s important about money to you?” has always been a staple for opening interviews for me. I use it as a dialogue/fact finder. When the person makes a statement in response to the question, I say, “That’s interesting, what’s important to you about that?” We keep this conversation going where the person is speaking 80% to 90% of the time, with questions like, “Tell me more about that?” or, “How does that make you feel?” Pretty soon the conversation is no longer about money but about what’s important to that person in general and now you have accomplished two very important features to building trust and relationship. They feel like you care about them and not just about their money. And, you have great information about how to craft a plan for their money that reflects their true values.