The Power of Questions

Jones, Michael L.
March 2005
Journal of Financial Planning;Mar2005, Vol. 18 Issue 3, p28
Academic Journal
This article considers the use of qualitative line of questions in the financial planning process. The author believes that it is in the financial planners' questioning, their attempt to draw the client out of the standard fare of quantitative inquiry, that true service to their best interests and a dynamic client/planner relationship is forged. To the author, this represents the core of what many planners are calling life planning or dealing with when they use terms like interior finance. With this in mind, the author explores a few of these powerful questions, their application, and purpose. Qualitative inquiry in the financial planning process can go off in as many directions as the planner and client are willing to explore. The author cites some examples of questions that may be used not only to tie into a quantitative analysis and financial plan presentation but they may also pique the curiosity of the planner or client to investigate the true nature of what really drives them. A final area of consideration is the qualitative line of questions that deal with choices. The author notes that in the financial planners' qualitative questioning, they run the risk of evoking either positive or negative emotions.


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