Wealth managers need to know about many aspects of a person's outlook and life. Robert is asking Jessica about her main financial concerns. Understanding someone's worries will help you make good decisions about their money. Ask questions about these worries helps to show a potential client that you care.
For people with money, choosing a wealth manager is a high stakes decision. They want to be able to sleep well at night, knowing their hard-earned money and assets are in good hands. They want to choose a financial services professional – or a firm – they can trust.
To build the trust required to sell financial services, you need to ask the right questions and provide the right information. To develop rapport and understanding with a potential client, you might ask about their major financial concerns. And you might have to answer tough questions about your performance to convince them that you’re the right choice.
In our last lesson, we learned a lot of great collocations, or common expressions, related to financial services. Some expressions are well-known, but you may find yourself explaining some jargon or special terms to a potential client. And at a certain point in the discussion, you’ll have to find a diplomatic way of introducing the topic of fees.
In today’s dialog, we’ll rejoin a conversation between Robert and Jessica. Robert works for Vickers Wealth Management as a financial advisor. Jessica is a potential client. She’s looking for someone to help manage her assets. Now, they’re nearing the end of their first conversation in Robert’s office.
Listening Questions
1. What are Jessica’s biggest worries about?
2. What is Robert going to send to Jessica to help her understand his company’s performance?
3. What special wealth management term does Robert explain to Jessica?
