LAS VEGAS -- Investing more time in client discovery, especially when working with business owners, can yield dividends, says James Bergeron, senior vice president of wealth management services at Nuveen Investments.

For starters, asking the right questions (and spending more time on the answers) can build rapport and trust with all clients, Bergeron speaking at IMCA 2015 says. It can also help advisors differentiate themselves in a tough marketplace for their services.

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