Trust Me: It's Not That Simple

Opiela, Nancy
November 2007
Journal of Financial Planning;Nov/Dec2007 Supplement, p10
Academic Journal
The article discusses the importance of trust in the relationship between financial planner and client. One survey indicates trustworthiness is by far the most highly-valued quality a planner can have. Trust has three important dimensions. A client needs to trust the planner's competence, honesty, and confidentiality. Several strategies can help planners gain the trust of clients. Planners should make an effort to learn the client's life story, be honest and straightforward in communications, and use open-ended questions that give clients a chance to more fully express themselves.


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