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

Source: “Your Client’s Story,” Mitch Anthony and Scott West