Barron's Advisor Kevin Myeroff: 7 Simple Ways Advisors Can Improve Client Conversations
Feb 11, 2025
Kevin Myeroff, Principal and Senior Strategic Advisor at Sequoia Financial Group, shares transformative insights for financial advisors. He emphasizes reframing questions to better understand client needs, focusing on their dreams and fears. Myeroff explores the impact of rising life expectancy on personalized financial planning and the importance of emotional support during market fluctuations. He also discusses establishing trust through clear expectations and suggests techniques to enhance client conversations, ultimately boosting advisor-client relationships.
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Focus on Holistic Life Discussions
- Reframe client conversations from financial jargon to holistic life discussions.
- Ask "What does living your best life look like?" instead of "What are your goals?"
Explore Client Dreams
- Discuss "future dreams" rather than just "long-term goals."
- Explore what excites clients about their retirement and family life.
Understanding True Risk Tolerance
- Clients often overstate their risk tolerance, wanting to appear more tolerant than they are.
- Asking about their biggest financial fears reveals their true risk tolerance.