In May 2023, Joe sat down with Hayley Knight on The Rise Of The Paraplanner podcast. The Rise of the Paraplanner Podcast brings cutting edge ideas from the industry experts so that you can level up in all things paraplanning.
In this episode, Joe delved deep into his process of talking to a client. He goes through the types of questions he asks his clients to uncover important details that will impact their long term financial goals. Joe also gives insight into how he thinks advisers can form deeper connections with their clients.
Through his conversations with his clients, Joe isn’t just laying the groundwork for a robust financial plan, but uncovering and understanding what his clients want to get out of their lives and helping them achieve that.
An example Joe gave was when he was with a client in a progress meeting going through the numbers. Then out of the blue the client said that they’ve always wanted to go travelling overseas and never had the money to. Yet this goal was not built into their financial plan. This made Joe realise that there was a gap between their wants and their financial position.
This simple interaction made Joe’s ears prick and he asked, “What is blocking your capability, or capacity, to go overseas? Because it isn’t the money.”
Listen to Joe’s full conversation on The Rise Of The Paraplanner here.
