Interviewing Prospects and 'Experiencing' the Planning Process

Hayden, Vern C.
July 2007
Journal of Financial Planning;Jul2007, Vol. 20 Issue 7, p40
Academic Journal
The author focuses on interviewing prospective financial clients and the planning process. He comments on the use of stories to drive perspectives home and how clients remember the stories more than quantitative points. He lists three stories that he has used with clients. He talks about talking to prospective clients, finding out what their concerns are and their requirements, and on what the financial advisors' requirements are. He comments on the transition of the business relationship to a planning and advisory phase. He mentions the book "Change or Die," by Alan Deutschman and mentions how medical doctors fail to motivate people because they rely on facts and fear as an example of how facts have little meaning to most clients. He states that advisors need to avoid industry jargon.


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