“To me, it would feel like a turnoff if [my adviser] went through a list of personal questions,” said Bob Peterson, an adviser in Lake Forest, Ill. “I’d walk away thinking, ‘What is this person after?’”
Instead, Peterson kicks off client meetings by discovering what’s on a client’s mind. “I’m trying to figure out why they’re here in the first place,” he said. “I’m not against asking these [personal] questions, but I think you build trust by looking out for their best interest. These personal issues tend to come out organically over time after they trust you.”
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