Industry commentary: The secret behind building client trust

Industry commentary: The secret behind building client trust

Industry commentary: The secret behind building client trust

Open-ended Questions

Many advisors fear the open-ended question, preferring to stick to a standard investment or product review. While uncomfortable at first, embrace these questions as trust-builders.  The more you practice, the easier it gets. Here are a few ideas to get you started.

  • Tell me about your family, your career and your plans for financial independence?
  • What would your ideal retirement look like for you?
  • When assessing the probability of achieving your goals, what worries you?
  • Beyond retirement, do you have any other objectives for your wealth?
  • Tell me about any other professionals that you work with who may be providing financial advice?
  • How do you evaluate the service you receive from those professionals?
  • Where do you see yourself in the next five years?

None of these questions can be answered with a “yes” or “no." They are all designed to engage in a conversation, through which a broader client profile can be established. Not only is this good for your KYC, it is good for your ability to earn trust. And with trust comes success. Happy listening.

Craig Swistun is a Vice President with CC&L Private Capital Ltd. and can be contacted at cswistun@cclgroup.com.  CC&L Private Capital Ltd. is an investment counseling firm that provides traditional and alternative solutions to high net worth individuals, foundations and endowments, first nations and trusts. More information about CC&L Private Capital Ltd. can be found online  at http://www.cclgroup.com/cclprivatecapital/about_us.aspx

 

 

 


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