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3 Questions to Uncover Attitudes About Money

Evan Lange

Evan Lange

May 10, 2019

Determining a client’s view of money is helpful when creating a financial strategy. It will help determine where and what to invest. Here are three questions to help you uncover your clients’ attitude about money.

What is your story?

This broad question allows clients to open up about their experiences and enable you to discover their background, goals, and what they are priorities are. Not everyone will be willing to open up at first pass, but with engaged listening and interaction, this conversation can lead you to a deeper understanding of your clients’ core values.

What are you passionate about?

This question reveals the client’s true heart desire.  Family, generosity, and the Great Commission are all common responses to this question.  However, this question will enable the advisor to dive deeper into the overall objectives and goals of the client.  Plus, this is a great question to bring charitable giving into the planning conversation.

What do you want your legacy to be?

Many individuals want to be remembered for being successful and hardworking, as well as kind and generous. Again, encourage your clients to think about more than financial success with this question. Their answer will help you align your clients’ money with their values and can be a great segue into the charitable giving discussion.

By asking these questions, you can uncover what your client feels is their higher calling or purpose. These will help you figure out what truly matters to your client and align their values with a suitable strategy. Some clients may need time to think through and process these questions. This is an opportunity to follow up with a client and ask questions other advisors are not asking.

Learn more about starting the generosity conversation here.

About Evan Lange

Evan Lange

Serving as President of the Midwest Region for The Signatry, Evan works with advisors, attorneys, and business owners to minimize taxes and maximize charitable giving.

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