25 Questions for Better Client Connection
Asking great questions is an essential part of the job of the financial advisor. Great questions help us to gather important information, and great questions can help motivate clients to take action. Many advisors are aware of the difference between a closed-ended question and an open-ended question, but questions can take additional forms as well. Learn not only about the different types of questions that are available to advisors but also about how and when to use these questions throughout the financial planning relationship.
Ongoing monitoring meetings get boring. Advisors and clients alike are not thrilled to be having the same meeting again and again, where there is nothing new or exciting to report. Yet, when clients hit the “fine” phase of the client-advisor relationship, this can be the perfect time to start having “flourish” conversations and bring some fun back to the client-advisor relationship, and transform the boring monitoring meetings. Join us and learn about thinking of the three phases of the client advisor relationship as fix, fine, and flourish, and the questions to ask clients that move them from fine to flourish, which ends up bringing the advisors back to where they are happiest, at fix.
Meghaan Lurtz is a leading global expert on the psychology of financial planning. A dedicated educator, she is a Professor of Practice at Kansas State University teaching in the Advanced Financial Planning and Financial Therapy Certificate Programs. She is also a lecturer at Columbia University, where she teaches Financial Psychology. She currently serves on multiple financial technology boards bringing together finances and mental health. She is an active researcher, writer and an ongoing contributor to the Kitces platform, writing about the intersection of money, advice, and wellbeing.
25 Questions for Better Client Connection
Asking great questions is an essential part of the job of the financial advisor. Great questions help us to gather important information, and great questions can help motivate clients to take action. Many advisors are aware of the difference between a closed-ended question and an open-ended question, but questions can take additional forms as well. Learn not only about the different types of questions that are available to advisors but also about how and when to use these questions throughout the financial planning relationship.
Ongoing monitoring meetings get boring. Advisors and clients alike are not thrilled to be having the same meeting again and again, where there is nothing new or exciting to report. Yet, when clients hit the “fine” phase of the client-advisor relationship, this can be the perfect time to start having “flourish” conversations and bring some fun back to the client-advisor relationship, and transform the boring monitoring meetings. Join us and learn about thinking of the three phases of the client advisor relationship as fix, fine, and flourish, and the questions to ask clients that move them from fine to flourish, which ends up bringing the advisors back to where they are happiest, at fix.
Meghaan Lurtz is a leading global expert on the psychology of financial planning. A dedicated educator, she is a Professor of Practice at Kansas State University teaching in the Advanced Financial Planning and Financial Therapy Certificate Programs. She is also a lecturer at Columbia University, where she teaches Financial Psychology. She currently serves on multiple financial technology boards bringing together finances and mental health. She is an active researcher, writer and an ongoing contributor to the Kitces platform, writing about the intersection of money, advice, and wellbeing.