Getting to Know Prospects In a Remote World

As the full impact of COVID-19 continues to unveil itself in the financial services industry, many advisors we are hearing from have begun to plan for a long-term remote practice. If you are contemplating a similar shift for the future, it is important to understand the limitations of the methods you used in the past to get to know prospects. Two of these methods, (a) judgment based on direct interaction and (b) forms with …
Imagine that you can ask your prospective client only two questions before deciding if they are a good fit for your practice. What would you ask, and why? The statement above is an example of a structured interview question. Structured interviews are a systematic way to get to know a client, applicant, or other new colleague that links interview questions to topics or competencies that are critical to understand at the beginning of that …

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