Questions that grab a client’s attention

Sometimes the advice we give clients about what products they need to protect their income and family can be ignored if they aren’t yet ready to receive the information. By asking clients questions, you learn more about them and create the opportunity for trust-building conversations, which encourages them to take your advice.

MDRT members from around the world shared a few of the questions they use when talking with clients about risk tolerance, financial goals and more.

From Amelie Soo Hwee Pei, of Singapore, a two-year MDRT member:

• Are you working hard for money, or is your money working hard for you? 
• What does financial freedom mean to you? 

From Janifer Yap Lee Queen, MBA, CFP, of Kuala Lumpur, Malaysia, a two-year MDRT member and Top of the Table member:

• What is the principal objective of wealth accumulation for you? 

From Ng Ching Yee Jessica, of Kwun Tong, Hong Kong, China, an 11-year MDRT member and a Court of the Table member:

• What do you think of this pandemic? Does it affect your income or well-being?

From Kah Yan Tang, CFP, of Petaling Jaya, Malaysia, three-year MDRT member:

• Medical bills are only the tip of the iceberg. What happens after you’re out of the hospital? Who do you want to pay for your day-to-day living expenses? Your family or us?
• What do you understand about financial planning? Where are you right now?

Discover more ideas for client questions:

• Read “Questions to convert suspects to prospects to clients” [MDRT member exclusive]
• Watch “Questions that build trust with clients”