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60 Great Questions: Discover Your Clients Motivations

We recently uploaded a number of Fact Finders to the NEW Advisor Portal, including this great piece called: “60 Great Questions”. (Located under “Resources” --> “Frequent Files”)

These are the kinds of questions that really allow you to get to know your clients and their motivations.


Who are you financially responsible for?

What kind of legacy do you want to leave?

Why is it important to retire at age _____?

How will your retirement differ from your parents’ retirement?

Tell me about the provisions you’ve made for long-term care.

What keeps you up at night?

What traits are you looking for in your planner?

What do you want from this process?

What goals have you set for yourself now?

If you are not on track, what are you willing to change to get back on track?

The Best Follow-Up Response: “Tell me more about…”

The Last Question: What is really important to you that we didn’t discuss today?

...or conversely,

The First Question: What is really important to you that you want to be sure to discuss today?

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