An effective client interview is an essential part of the client-advisor relationship. Top advisors recognize that, beyond the need to capture financial data about new or existing clients, an interview session is the primary opportunity to understand clients’ objectives, motivations and expectations - key factors in framing comprehensive, integrated wealth management solutions.
The end goal of an interview is to go beyond the facts and to understand the financial needs, goals and philosophy of the person sitting across the table from you. The science of process-based fact finding must be combined with the art of finding meaning in your client’s words. It would be much easier and less time consuming to simply hand a profiling sheet to clients and ask them to answer the questions than to search for nuance and deeper meaning. Nevertheless, your investment of time and energy in conducting an effective dialogue will pay dividends in the years ahead in terms of a deeper understanding of clients and a higher quality of client relationships.
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