CLIENT RELATIONS

York City . Such topics are “ less likely to start a fight ,” she says , “ yet also may [ reveal ] something they ’ ve not talked about before .”

David Johnson , a partner at Signature Estate & Investment Advisors in Tysons , Va ., has a similar approach . “ Ask the clients to take some time and think independently about the following question : ‘ What are three things you would like to accomplish in life ?’” he says .

Another idea is to learn how big issues were navigated in the past . “ We always ask during our initial meeting with prospective clients how financial decisions are made in the family and how disagreements are resolved ,” says Patrick Kilbane , a partner , wealth advisor and general counsel at Ullmann Wealth Partners in Jacksonville Beach , Fla .

We know life gets busy , and that you may have missed one or more of our recent webcasts . Each event offers valuable information that can help you in your practice . See for yourself by watching our on-demand webcasts today .

Creating A Welcoming Environment

For free and open discourse , a welcoming environment is essential . Sometimes that means examining your own team .

“ It ’ s imperative your team of advisors is well diversified along gender , age , life experience , etc .,” says Omar Qureshi , a managing partner and investment strategist at Hightower Wealth Advisors in St . Louis . “ If all of your advisors look the same , the greater the chance of alienating someone .”

At Qureshi ’ s firm , two advisors attend every client meeting . This , he says , provides a broader perspective and enables one advisor to watch for nonverbal cues while the other is speaking .

Office decor can play a role , too . “ The look and feel of the physical space should be designed to be gender agnostic , which means avoiding the traditional mahogany wood and leather features found in offices of old ,” he says .

If all this sounds complicated or intimidating , don ’ t worry . “ As you develop the relationship and get to know the clients better , it will become easier ,” say Beth and Eric Sweeney , a husband-and-wife advisory partnership at Sweeney Wealth Management Group of Steward Partners Global Advisory in Boston , by email .

32 | FINANCIAL ADVISOR MAGAZINE | SEPTEMBER 2023 WWW . FA-MAG . COM