Many advisors quickly learn how off-putting clients find direct questions about money and personal finances. Many clients would rather discuss their sexuality than the intimate details of their finances. Yet, questions are unavoidable if advisors are to meet the individual needs of clients.
In response, many advisors have devised proxy questions—indirect ways to get prospects and clients to talk candidly about their hopes, fears and values about money and finances. We asked dozens of advisors to share the creative questions they have found to be most successful in turning inquiries into insights and conversations into relationships. Here are 12 of the most inventive and compelling questions you can add to your own tool kit for onboarding prospects and clients in your own practice.
