To Get Meaningful Answers, Ask Great Questions

How to Get Your Clients to Open Up

When meeting new or prospective clients, learn more about them and their financial needs by asking the right questions. The information you learn will help you guide them to solutions that are right for them.

Ask both direct and open-ended questions. Get started with direct questions, like “What are your goals for retirement?” and “When do you plan to retire?” These easy-to-answer questions can help clients warm up to the conversation.

Ask open-ended questions to start a fuller dialogue and get more meaningful information. For example, you can say, “Tell me about your last investment advisor.”

Use these suggested questions — or come up with your own — to help get the conversation going.

• Who have you used in the past for investment advice?
• Who, besides yourself, is involved in the decision-making process?
• What brought you in today?
• What do you like the most/least about your investment portfolio?
• What are your goals for your retirement?
• Where do you go to find financial information and advice?
• Where else do you invest your money (have a banking relationship)?
• When do you plan to retire?
• When do you expect to start taking income from your investments?
• Why do you currently bank here?
• Why are you seeking a financial advisor?
• How have you gone about making financial decisions in the past?
• How would you describe yourself as an investor?
• How do you want me to follow up with you?
• Tell me about your best/worst investment experience and why.
• Tell me about your last investment advisor.
• Tell me how much risk you are willing to accept.

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Annuities are not (a) insured by the FDIC or any federal government agency, (b) deposits of or guaranteed by any bank or credit union and (c) a provision or condition of any bank or credit union activity. Some annuities are subject to investment risk and may lose value. A surrender charge may apply during the surrender period, and a 10% penalty may apply to withdrawals prior to age 59½.