Questions Great Financial Advisors Ask... and Investors Need to Know

by Alan Parisse, David Richman

A financial advisor recounts an interview with a recently retired physician who planned an enjoyable—and costly—retirement. The doctor wanted his entire portfolio in bonds, which was far too conservative to maintain the lifestyle he and his wife had planned. In the advisor’s
"This fellow was a bit of a know-it-all, and I wasn’t getting through. Finally I asked him, 'Doctor, how will it feel for you when you have to go back to work?' That got his attention, and I was able to lay out a strategy that would allow him to retire and stay retired."

In Questions Great Financial Advisors Ask…and Investors Need to Know , coauthors Alan Parisse and David Richman have compiled the questions great advisors ask that lead to the probing and personal conversations necessary to diagnose and understand clients'—and potential clients'—deep-seated feelings about money. That’s how great advisors help clients wring the emotion out of investing and set them on the rational road to achieving their financial goals.

Throughout this book are questions, suggestions, and stories from some of the world’s top financial advisors, including a chapter of "great questions to ask" organized by topic.

Genres: Finance, Business

184 pages, Hardcover

First published June 1, 2006

Reviews

[Kent · Rating 5 out of 5]

Excellent. Great combination of concepts w/ phrases and anecdotes from actual advisors. Questions are sprinkled throughout, and then organized by topic at the end. A must-read and one to keep on the office bookshelf.

[KMOC · Rating 5 out of 5]

An excellent book for financial advisors and their clients. Clients would benefit from looking it over before engaging a financial advisor...Would definitely help them to know what to expect from a professional advisor.

[Eric Mabry · Rating 3 out of 5]

This is a a great book for new or aspiring financial advisors. For me, it focused too much on the entirety of the job and how to interact with clients rather than the actual title of the book: Questions Great Financial Advisors Ask.

[Catrina Foster · Rating 5 out of 5]

Great book on behavioral finance and difference between customers and clients.

[Sarah · Rating 2 out of 5]

Again, this book was so-so. I was asked to read it by my boss as part of my increased responsibility at work and meeting with clients. This book is 100% directed towards financial advisors, not 50% meant for the average investor like the author states at the beginning. The underlying point of the whole book is focusing on the trusting and total relationship between the advisor and the investor. That's something we all already know and build. I felt like the authors contributed nothing new, but just borrowed all of their points from their case studies and quotes from financial advisors all over the country. THEY wrote the the book for the authros. Anyways, I guess this book would be usefuly for the financial advisor just starting out in the business, or for the young college grad considering a career as a financial advisor, but for anyone who is with a good company and has received years and years of excellent training, the book is useless in my opinion.

[Ryan McCauley · Rating 1 out of 5]

💤💤💤

[Julien · Rating 5 out of 5]

I really apprecitate how the authors wrote the book. It is really helpful for financial advisor, it makes you think about how you want to do your interview with your clients and get them to think and not just take their orders.