Trust: The key to any relationship

Regarding client ‘fact finding’, and questions to the client or prospective client, at this point trust is not an issue because the prospect has been introduced to me either through a workshop or seminar, where they have been given an opportunity to evaluate my knowledge and myself professionally and personally; or I have been introduced to the prospect through a referral. As a result, trust has already been established. Once the first ‘diagnostic’ or fact find takes place, there is already a mutual comfort level that has been established. I make it clear that just as a medical doctor must ask probing diagnostic questions, so, too, must I in order to determine and make the best recommendations to fulfill their objectives.

After exchanging pleasantries, I usually ask how I might be of assistance to the client, what he expects that I can do for him and what he expects to get out of our meetings. Invariably, the client begins to mention fears, losing money, running out of income, etc., and any legacy issues they have. I continue to ask probing questions to further clarify their objectives and goals. It is only after we know the client’s personality, inner feelings, thoughts on family and financial concerns, that we can then engineer solutions and options to suit his needs. Then, it is up to the client to select the option that best suits him.