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.
Here are a few questions you can try with your clients to find out more about their 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 difficulties?
- 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?
Excerpted from the MDRT guide “Ask the right questions.”
For more ideas about what questions you can ask your clients, try these MDRT videos
Hi,this is amazingly & supernaturaly eye opening way of collecting family data .
Thank you
With these questions our mind block (for clients financial strength)automatically open
This is great! A very deep but effective way to know the client personally.,These questionnaire will make the client feel that we care. Thanks.