A Client Process Everyone Can Understand

Allison, Dan
May 2011
Journal of Financial Planning;May/Jun2011 Practice Management Sol, p24
Academic Journal
The article presents a simple two-step consultative process that financial advisers should consider to earn the trust and confidence of their potential clients in the U.S. The author relays that these steps were similar to the one implemented by a medical professional conducting patient evaluation which includes identifying symptoms and then diagnosing and recommending treatment. He conveys that financial advisers can ask their clients open-ended questions that concern on what they really feel. He notes the significance of understanding client's concerns and emotions in developing a successful client-adviser relationship.


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