Getting to know clients – for real

Women Advisors

Getting to know clients – for real

Use these questions to dig deeper into your client’s lives – without being pushy.

Except from Investment News special supplement published November 2014.

According to Tracy Vaughn, CFP®, Senior Vice President, Investments and Branch Manager, The Vaughn / McLaughlin Team of Raymond James, there are no shortcuts to understanding your clients. “How do you intentionally dig deeper into your clients’ lives without being too pushy or weird?” she asked, then listed some of her favorite questions:

  • What do you strive for most in life?
  • What do you try to avoid?
  • How do you meet new people?
  • If you had complete security, how would you spend your time?
  • What values or philosophies do you want to pass on to your children or grandchildren?
  • What do you want your legacy to be?

These questions, she said, build authentic conversations and help build bonds. 



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