Kestra Nabs Veteran Merrill Team in Ohio: Recruiting Roundup

Written by: Matthew Phillips | The last words of the email stood out the most. “… the thing is … we are deaf.” This is how the prospective client closed her message to me in 2017.

When I agreed to meet with the woman and her husband, I was feeling uncertain about how to best communicate with them. To prepare, I added captions to my usual video presentation. But halfway through, I realized the couple was completely overwhelmed with the financial vocabulary I was using, which was entirely new to them. Improvising, I pulled up a blank Word document and started typing which allowed us to converse back and forth. I felt completely inadequate and regretted not preparing more, but did my best to connect with the couple.

To my surprise, the meeting concluded with the wife rejecting my handshake and instead grabbing onto me tightly as she began to cry. “Matthew, thank you for what you have done,” she said. “We have sat with five advisors, and none have come close to helping us like you have. I know we have missed out on financial opportunities because we are deaf.”

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Written by: Chelsea Emery | Jeff Motske has one of the strongest ways to tease out client priorities I’ve heard in quite a while.

“What if?” Motske asks clients.

“What if one if your partner needs critical care? What if you want to move to Arizona? What if one of your kids starts a family on the other side of the country?,” the CEO of Trilogy Financial asks.

It’s deceptively simple, but an excellent method for getting at the heart of clients’ values and fears.

“These are critical questions,” Motske told me during a recent visit to Financial Planning offices in New York. “You want to ask them before things happen.”

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