SELLEST OSAST
How does understanding a client's money story transform financial planning? Going from “answer man” to “question person” is uncomfortable, but Ross Marino encourages advisors to take the plunge. Two questions is all it takes to have more gratifying and enlightening conversations with clients.
“You have to take a human first approach. Some people get it quickly, and they start doing it early on in their career. For me, it took a few decades, but better to be slow than stupid.”
Key Takeaways:
- Embracing a human-first approach doesn't require a seismic shift—start by simply shifting the conversation.
- Understanding clients' money stories can profoundly impact your financial planning recommendations.
- The benefits of conducting "rediscovery" meetings and tactics for initiating the conversion.
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