How to Start the Discussion
When asked why advisors don’t bring up philanthropy more often, the response is that they are worried about wasting the client’s time or offending them if they bring up any specific organization.
Client studies in both Canada and the United States have high net worth clients sharing that they expect their advisor to bring it up some time in the planning conversation. The best way to do this is with questions and listening for specific opportunities.
In this section we share the reasons why asking questions of your clients is so important. Why ask. Whom to ask. When to ask. As well as what triggers and words to listen for that identify who likely has a need to discuss philanthropic planning.