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