Letting A Client’s Personality Shine Through

Advisers serve as financial therapists, seeing clients when they are at their best and their most vulnerable.

Discussions about debt, end-of-life care, and retirement, are personal and intimate conversations, and for many clients, building open communication and trust is vital to keeping their adviser throughout their lives. To maintain that relationship for the long haul, it is important for advisers to incorporate various life factors into building a client’s portfolio.

To build a better portfolio that is robust and fits the needs of each unique client, advisers must use a risk tolerance questionnaire that asks more than just the desired retirement age and current income level.

Advisers must account for the “what if’s” and consider unique factors such as the client’s family health history, financial responsibility, industry they work in, and even their location. These characteristics can best be referred to as, “human capital factors.”

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