I ask a prospect to bring in their documents and they state that they have a really detailed spreadsheet with everything on it. What is a quick and easy response to help the individual understand why I need their documents and NOT a summary of numbers?

Article ID: 80

Last updated: 20 Nov, 2019

Documents are to financial planning what teeth are to dentistry. For the same reason that a person who is serious about their dental health brings their teeth to the dentist, a person who is serious about their financial health brings their financial documents to the meeting with the Financial Advisor. You can’t do your job unless they bring their docs. It is in their best interest to bring the documents.

Tell the truth about this and the people you really want to meet with will schedule an appointment with you, gather their documents, and show up to their meeting with you prepared to meet with a real financial professional.

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