May 28, 2008

Keeping up with clients

According to Mitch Anthony and Scott West, in their book, "Your Client's Story," there are three questions an advisor needs to ask to discover a client's needs and how best to satisfy them:

  • What is going on in your life right now that could impact your financial situation?
  • Are there others whose lives and lifestyles are impacted by your financial decisions?
  • What grade would you give your financial situation? Why?

By keeping up with major changes in a client's life, and who is depending on his or her financial health, an advisor can pinpoint what adjustments to make to the client's financial plan. Whatever grade a client gives, the reasoning behind it will show what he or she deems necessary for financial security.

For more on the story, visit www.mitchanthony.com.

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

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