MARMAC

Just as important as what you ask the adviser is what the
adviser asks you. Remember: People first, then money.
I have learned, in my practice, that I get a better understanding of my clients when I go over the topics on my questionnaire in person with them, rather than have them fill out the answers on their own. Sometimes people have a hard time writing things down or tend to leave things out, so talking through the questions enables me to find out more about my clients than simply reading through hastily filled out answers. Other advisers feel that this is too time-consuming, but this process is not about saving time. It’s about saving—and making__money.
Whether your prospective adviser has you fill out the form or talks you through it, it is absolutely essential that you feel this person wants to get to know you and your money, wants to understand your fears and anxieties about investing, understands how you feel about taking risks, has your best interests at heart. Advisers you interview must spend a lot of time, a couple of hours, getting to know you and your money. They can’t simply plug your answers from a questionnaire into a computer and give you a plan—at least not if it is to work well. What needs to be built is a responsible, respectful, and trusting relationship, and you must not settle for less.