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How can you use the weeks ahead to set the stage for meaningful planning conversations in the new year? By being intentional with your questions in year-end calls with clients.
Rather than, "What are you doing for the holidays?" consider asking open-ended questions that unlock the door to more meaningful conversations:
"What are you most looking forward to this holiday season?"
This question is a great icebreaker that allows you to gain a little more insight and tap into a client's current state of mind.
"What are you most grateful for as you reflect on the past year?"
This question can help give you a sense of your client's priorities, while also positioning you as a resource who chases positivity. Perhaps your client will repeat this question when their family is gathered for the holidays-prompting discussions about causes near and dear, family mission statements or perhaps a family giving philosophy. It could even result in an opportunity for you to be a navigational beacon in a follow-up meeting.
"To what degree are you open to bringing a fresh lens to your financial plans when you think ahead to 2025?"
This question should open a client's mind to engaging in a planning process with you. In most cases, attorneys and CPAs aren't reaching out with proactive advanced planning ideas. You're in the unique position to bring advanced planning ideas to your clients' attention, involve their attorney or CPA, decide what works best and help execute the plan.
Bottom Line: Ask clients open-ended questions centered around family and gratitude to spark intentional year-end conversations and fill your January with productive follow-up meetings.
"You're in the unique position to bring advanced planning ideas to your clients' attention."
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