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An Advisor's Guide to Asking the Right Questions
“Ask the right questions and you are on your way to gaining clients for life.”
That’s the claim co-authors Alan Parisse and David Richman make in "Questions Great Financial Advisors Ask . . . and Investors Need to Know"
… and they deliver.
Questions Great Financial Advisors Ask…is full of practical ideas and intelligent inspiration that advisors can put to use immediately. It is a fast and entertaining book that advisors will read, study and keep on their desks for future reference.
Parisse and Richman have compiled decision-driving questions, straight from the industry’s preeminent advisors … questions that lead to the probing and personal conversations necessary to diagnose and understand clients’ deep-seeded feelings about money.
Investment professionals know that the vast majority of investment mistakes made by clients are emotional, not intellectual. This book helps advisors move their clients beyond the subconscious motivations that can derail even the best laid financial plans. It provides the kinds of questions advisors can use to explore their clients’ real feelings about money and investing. Then it provides a roadmap by which to remove or at least reduce the emotions that so often dictate a client’s decision making.
Readers learn how to:
- Uncover their clients’ Investment Wiring
- Set clients on the rational road to achieving their financial goals.
- Use the democratization of information to their advantage
- Earn the right to be their clients’ CFO
The book also explores the personality facades that so often hide a prospect or client’s underlying attitudes about money. Just how should you deal with “Paul Perfect” who doesn’t need any help, “Amy Amiable” who is so nice but can’t make a decision, or “The Cynic” who sees negatives everywhere?
Unlike so many books that peter out at the end, these authors save the best chapters for last. The chapter on Risk deals directly with the issue that most troubles advisors and clients alike. Especially enlightening is the discussion on how “conservative” can actually be “aggressive.” The last chapter summarizes the questions discussed throughout the book by topic and timing. That chapter alone will keep advisors reaching for this book for years to come.
Whether the reader is a newcomer seeking guidance or an industry veteran who wants to return to the basics and reinvent their business, this book will provide information, practical scenarios, and in-depth insights that will strengthen their client relationships and their business.
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