Quick Take: 6 questions to potential clients

Aug 27, 2022
Knowing the mindset of potential clients is extremely crucial. Investment Specialist Larissa Fernand suggests a set of questions that will help figure out if the relationship will be a good fit.

Individuals approach financial planners or advisers with different needs and assumptions. Upfront, it is essential to lay down expectations.

Here are a set of questions to present your potential clients with. Based on the answers, you can decided whether to proceed or decline.

  • What is your most important financial concern?
  • What is it that you would like to accomplish with a financial adviser?
  • Are you seeking help with your entire financial life? Articulating, quantifying and putting a time frame to your goals. Deciding which investments to opt for and the asset allocation accordingly. Determining the quantum of insurance needed and the amount needed for an emergency fund.
  • If you are not seeking help with your entire financial life, what exactly is it you want? Is it a specific issue? Is it that you have everything all sorted out but just need to know which specific funds to invest in? Or, you just want a second-opinion on your portfolio. Are you looking for a one-time consultancy or do you need periodic help and ongoing assistance?
  • How often do you want to interact? Are you comfortable with technology or prefer regular face-to-face interaction? Are you comfortable communicating via email, Whatsapp, phone, zoom, or prefer personal meetings?
  • Is there any specific investment philosophy you subscribe to? Are you open to change if provided with a sound rationale?

Related Reading

More by Investment Specialist Larissa Fernand  
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