How to better know your client

The challenge: Getting to know your clients

When affluent investors were asked why they’d interviewed a financial professional but didn’t hire them, 86% responded that they understood the financial professional but that the financial professional didn’t understand them.¹ Clearly who they are, not just what they have is important to clients.

Our solution: Get to know your client with a few simple steps

Our business-building program, “Fi•natical Curiosity,” teaches financial professionals an efficient interview style to help them learn as much about their client as possible in the shortest period of time. It focuses on embracing the power of curiosity with the goal of helping to capture up to 70% more of client assets. You’ll learn:

1. Ways to establish personal connections in six minutes or less
   Use the natural order of curiosity, beginning with something that’s  least invasive, proceed to transitions, move on to the principles, and end with goals, the deepest and most personal.
2. The eight key things that you must know about a client
   It’s mainly about their money — how they made it , what they want it to do for them, and how long they want it to last — but also about who they care about.
3. How to assess needs
   The Fi•natical Target is a two-minute needs-assessment tool designed to evaluate the client’s TOTAL financial situation.

Learn more

Read the Fi-natical Curiosity program overview.