The key question that advisers should ask clients is ‘what is important, about money, to you?', delegates heard.
Speaking at the Personal Finance Society's Future Vision 2024: Adapting to Tomorrow's Adviser Landscape event yesterday (17 January), Kingsland Wealth Management director and Chartered financial planner Edward Marshall explained the steps that advisers need to take to understand their clients' values and what influences their decisions. Marshall referenced Maslow's Hierarchy of Needs in his session and explained that this is a useful tool for advisers to reference when it comes to client decision-making. "We truly want to understand clients in a way that they have never been understoo...
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