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CSVCSP3 Flashcards

1
Q

BG1

A

This meeting is about you

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2
Q

BG2

A

What’s your main concern that you would like addressed today?

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3
Q

BG3

A

What’s important to you?

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4
Q

BG4

A

Tell me about your family. Any living parents? Sibling?

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5
Q

BG5

A

What do you enjoy doing? Any hobbies?

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6
Q

BG6

A

What about your spouse? What’s he/she like to do?

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7
Q

BR1

A

Describe your ideal retirement to me: What do you want it to be about?

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8
Q

BR2

A

Describe your ideal retirement to me: What activities do you want to do? Anything else?

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9
Q

BR3

A

Tell me about the retirement plans you have in place

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10
Q

BR4

A

How do you and your spouse make financial decisions?

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11
Q

BR5

A

Describe to me the advisor relationship you have: What services do they provide?

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12
Q

BR6

A

Describe to me the advisor relationship you have: What would an ideal advisor relationship look like to you?

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13
Q

BI1

A

When you think about drawing income during retirement, what comes to mind?

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14
Q

BI2

A

What is your plan for taking income from your accounts when you retire?

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15
Q

BI3

A

How will you decide which accounts to withdraw from? What’s your process?

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16
Q

BI4

A

How will the two of you coordinate your accounts?

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17
Q

BC1

A

What plans do you have in place should one of you become incapacitated?

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18
Q

BC2

A

What’s your spouse’s understanding of your finances?

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19
Q

BC3

A

Who else has an understanding of your assets?

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20
Q

BC4

A

Do you have a POA? What have you communicated to your POA?

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21
Q

BM1

A

How do you go about managing your various accounts?

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22
Q

BM2

A

What about your spouse? How does she go about it?

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23
Q

BM3

A

What’s your strategy for the ongoing monitoring of your accounts? (What’s your process?)

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24
Q

BM4

A

Describe your relationship with the _____ advisor:

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25
BM5
How did you all begin working together?
26
BM6
In addition to making periodic investment recommendations, how does he incorporate your various accounts?
27
BM7
What's your asset allocation?
28
BM8
How did you and your advisor select this allocation?
29
BL1
What financial legacy would you like to leave?
30
BL2
What's this money for in addition to retirement?
31
BL3
What plans do you have in place?
32
BL4
How have these plans benn coordinated across your various accounts?
33
Income I1
What difficulties could you face when taking income from your various accounts in retirement?
34
Income I2
What concerns do you have about replacing your monthly paycheck?
35
Income D1
How would you feel about having to manage changes to your income stream during retirement?
36
Income D2
How will this work with your plans to __________?
37
Income D3
What changes would you have to make if your income varied during retirement?
38
Income Im1
What would the consequences be of not having a plan to replace your income during retirement?
39
Income Im2
What would the impact be on your retirement?
40
Income Trial Close
Are you committed to fixing this issue?
41
Incap I1
What concerns do you have about your spouse's ability to take over the finances in case you are unavailable to do so?
42
Incap I2
Describe to me the difficulties your spouse might experience if you were unable to make decisions about your finances?
43
Incap Dev1
What other steps would your spouse need to take if you were unable to take care of financial matters?
44
Incap Dev2
What would be her reaction if she had this sudden responsibility?
45
Incap Dev3
How do you think she will feel having this responsibility for an extended period of time?
46
Incap Im1
Tell me about the potential outcomes if iyou do not have a plan in place.
47
Incap Im2
What would be the impact on your spouse's ability to remain retired?
48
Incap Trial Close
Are you prepared to address this issue?
49
Manage I1
What challenges could you face without a plan to manage your assets through retirement?
50
Manage I2
What difficulties could arise when managing your own assets?
51
Manage Dev1
Let's say the market suddenly dropped by 30% or 40%, what steps would you take?
52
Manage Dev2
How would your spouse respond?
53
Manage Dev3
What effect would a 30% or 40% drop have on your retirement plans?
54
Manage Im1
What would be the consequences of not having a plan to manage your assets through retirement?
55
Manage Im2
What would the impact be to your retirement plans if you do not take action to address this matter?
56
Manage Trial Close
Are you ready to correct this issue?
57
Leg I1
With your accounts spread across multiple institutions, what obstacles could your spouse face when taking over the assets?
58
Leg I2
What concerns do you and your spouse have about the management of your estate?
59
Leg Dev1
Describe to me the steps your spouse would need to take to organize the assets.
60
Leg Dev2
How would she respond?
61
Leg Dev3
What would the response be from your family or charities if your assets did not transition based on your wishes?
62
Leg Im1
What is the impact to your family if you do not put a plan in place to effectively transfer your wealth when you pass away?
63
Leg Im2
What would be the consequences of not having a plan to effectively transfer your wealth?
64
Leg Trial Close
Do you want to work on this as well?
65
CA Step 1
Let me make sure I captured our conversation correctly. From what you told me, your main concerns are:
66
CA Step 2
Summarize each concern
67
CA Step 3
Did I capture our conversation well?
68
CA Step 4
If my team and I work on a plan that addresses these issues, are you willing to commit to the changes we might recommend?
69
CA Step 5
This is what we do every day?working with clients such as yourself in similar financial situations. I think you'll be pleased with the plan that will address these matters.
70
CA Step 6
Next Meeting

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