Questions Great Financial Advisors Ask... and Investors Need to Know

""This fellow was a bit of a know-it-all, and I wasn’t getting through. Finally I asked him, 'Doctor, how will it feel for you when you have to go back to work?' That got his attention, and I was able to lay out a strategy that would allow him to retire and stay retired.""

In Questions Great Financial Advisors Ask…and Investors Need to Know, coauthors Alan Parisse and David Richman have compiled the questions great advisors ask that lead to the probing and personal conversations necessary to diagnose and understand clients'—and potential clients'—deep-seated feelings about money. That’s how great advisors help clients wring the emotion out of investing and set them on the rational road to achieving their financial goals.

Throughout this book are questions, suggestions, and stories from some of the world’s top financial advisors, including a chapter of ""great questions to ask"" organized by topic.

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All Customer Reviews
Average Customer Review:
0 of 0 people found the following review helpful:

Great book very helpful, 2008-08-15
This is a great example of how to develop deep relationships with your clients. The sincerity and quality of the questions are what really matter. One of the most difficult issues we deal with is how to put together a plan for our clients, without their open and honest communication the job can be left incomplete. This book will help you in asking those questions.


2 of 4 people found the following review helpful:

What Tripe, 2008-07-11
If you have no idea how to sell or how to build a relationship, then read this and realize that you will never succeed in sales anyway. This book tries to give good questions, but instead peddles a bunch of nonsense about knowing everything about your clients-- at one point saying that as a financial advisor you should be able to help clients keep tabs on their grown children's health care plans. There is knowing your clients; and then there is knowing too much about your clients. What was worth reading in this book has been written in 1,000 others.
If you want this book just know that you should ask open ended questions (WOW! NO KIDDING!) which will lead to knowing everything about your clients and eventually helping you to solve all their problems. WHAT TRIPE!



0 of 1 people found the following review helpful:

Very informative, 2008-05-12
This book has been a great reference for myself, and reinforces some of my core ideals, including how to create a customer base that not only trusts you, but works for you because you can convey to them that you actually DO care about them and their futures.

This is a core book for me in my library.


1 of 2 people found the following review helpful:

Worth Reading, 2007-08-15
This is a well written explanation of fairly straightforward questions that perhaps veteran Financial advisors have forgotten and newbies have not yet learned. Don't expect to learn any script from the book but simply take away some good, down-to-earth, strategic questions you should be asking of your clients. Using these questions, and those that you will formulate yourself from reading the book, you will get a better understanding of your clients underlying goals and thoughts about money. An important book to add to your library.


2 of 6 people found the following review helpful:

Questions?, 2007-07-29
The book is a quick read. For the newer advisor, the narrative on the importance of questions might be helpful. For the established advisor, skip to the last few pages and review the list of questions.

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