Those With Ears to Hear...1

Wagner, Richard B.
February 1999
Journal of Financial Planning;Feb1999, Vol. 12 Issue 2, p28
Academic Journal
This paper discusses the financial planners' job of establishing the goal and objectives of clients. Hearing is a rather more personalized and sophisticated undertaking than simply engaging in a sales process. It enables planners to expand from the simple and obvious to the full amplitude of their clients' financial contexts even as they work diligently at the job of hearing the full measures of their meanings. At the case study of the Institute of Certified Financial Planners' recent CFP Masters' Retreat in Florida, there was significant debate on this. Some argued that the financial planner's job was simply to implement the client's stated goals and objectives without question. Others proposed more in-depth inquiry into these assumptions. Some suggested that the client's genuine goals and objectives lay a bit further under the surface and reasoned that it was one of planners' jobs as advisory professionals to dig for them. It would logically follow that these same responsibilities as advisory professionals included considering a broad range of approaches to potential solutions. These encompassed not only the obvious avenues for joint work with attorneys, accountants and life insurance companies, but possibly accessing mental health professionals of various stripes. It also meant inquiring into deeper concerns he or she might have about his or her family's well-being and the steps that might be taken to achieve greater harmony between financial resources and abiding life concerns.


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