Curiosity only kills cats

Mitch Anthony and Scott West extol the power of curiosity for advisors in their book, "Your Client's Story." A healthy curiosity helps build relationships with clients and develop the most appropriate financial plan. Asking questions, the authors say, improves an advisor's image by increasing a client's respect. Asking intelligent questions increases the perception of the advisor's intellect and capabilities. Below are what the authors say are some of the biggest reasons to ask intelligent questions:

  • Good questions help identify destructive financial habits.
  • Questions help engage clients in their financial plan.
  • Questions reveal clients' priorities.
  • Good questions have a disarming effect.
  • Asking the right questions helps older clients recall memories, and builds personal relationships.

Source: "Your Client's Story," Mitch Anthony and Scott West

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