Close Close
Popular Financial Topics Discover relevant content from across the suite of ALM legal publications From the Industry More content from ThinkAdvisor and select sponsors Investment Advisor Issue Gallery Read digital editions of Investment Advisor Magazine Tax Facts Get clear, current, and reliable answers to pressing tax questions
Luminaries Awards

Financial Planning > Behavioral Finance

Curiosity only kills cats

Your article was successfully shared with the contacts you provided.

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