3 questions clients will ask you

Prospecting is important for any advisor trying to grow his book.

So, think of meeting a new client like you’re going to a job interview. Be prepared to prove yourself and demonstrate the value you can add.

Here are a few questions clients may ask you, notes Financial Planning.

Read: How prospects are finding you

1. What kind of credentials do you have?

Most importantly, you need to demonstrate that you fully understand the client’s current situation, aspirations and needs for the future, and articulate clearly how they can reach their goal, Mag Black-Scott, CEO of Beverly Hills Wealth Management told Financial Planning.

Read: Why you didn’t land that client

2. What books have you read about financial planning?

Black-Scott suggests: The 7 most important equations for your retirement by Moshe A. Milevsky; The handbook of portfolio mathematics by Ralph Vince; and, Managing downside risk in financial markets by Frank Sortino and Stephen Satchell. Read: Get informed and get involved

3. What professional training and/or courses have you completed?

Stay aware of tax changes in addition to client life event changes, and be prepared to take more courses, says Black-Scott.

Read: 10 tips for young advisors and associates and 15 ways to earn CE credits (2005)

Also read:

Client questions are a good thing

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Time to explain investments