9. How do you stay on top of news? The answer is probably simple. They get a feed of news stories related to their positions through their phone. They probably love it, feeling they are getting more alerts than if they worked with an advisor.
10. What happens when you go on vacation? It’s a good question. Do they still watch their stuff? If they are a buy and hold investor, vacations aren’t a big deal. They are if they are a day trader. No one has been going anywhere for the past 18 months, but that can change. It gets them thinking.
11. Had you worked with a financial advisor before? Yes, this can sound like a salesy question. There’s probably a reason they invest on their own. They might have had a bad experience, been neglected or had unrealistic expectations. If you’ve been polite and given good feedback, they might be receptive to sharing.
You’ve enjoyed meeting them. You wish them luck in their future endeavors. They are in an interesting position. They’ve just met an advisor who is likely far different than others who have tried to sell or convert them. They may open the door to wanting to keep in touch going forward.
Bryce Sanders is president of Perceptive Business Solutions Inc. He provides HNW client acquisition training for the financial services industry. His book Captivating the Wealthy Investor is available on Amazon.