Financial planning is about much more than numbers. Studies in behavioral finance consistently show that clients are more likely to stay engaged and achieve their goals when financial strategies are tied to personal meaning. According to the Financial Planning Association, advisors can help clients improve relationships, increase their financial and life satisfaction and even shape the financial health of society at large.
The best advisors know that onboarding is not just about forms and account details. It is about uncovering what motivates clients, what they fear and what milestones matter most to them. Asking thoughtful intake questions turns vague aspirations into measurable goals and builds trust that lasts for years.
Here are seven questions every advisor should include in their process.
1) What would make the next 10 years feel meaningful to you?
This open-ended question helps clients share values without being led toward a predetermined answer. Many people reveal themes such as family, freedom, impact or creativity. Identifying these drivers creates strategies that align with personal vision. Clients feel more confident in their plan when their advisor incorporates personal values into financial discussions.
2) Which life moments do you want your money to enable?
Clients rarely save or invest just for the sake of it. This question connects money to life. They may mention short-term goals like purchasing a home or taking family leave, or long-term priorities like funding higher education, starting a business or caring for parents.
Anchoring strategies to real events helps clients stay motivated and reduces the risk of drifting away from the plan.
This question is likely weighty as, per a Yahoo Finance/Marist Poll 2025 survey, a third of Americans indicated their financial situation has deteriorated in the past year.
3) What worries you most about money, and what would relief look like?
Financial anxiety shapes decisions more than many clients realize. Concerns often include job security, market volatility, health costs and tax surprises. According to a Yahoo Finance/Marist Poll in 2025, a third of Americans said their financial situation had worsened in the previous year, highlighting how common these stressors are.
By naming the worry and the desired relief, advisors can reframe strategies in terms of emotional outcomes, not just performance. This reduces client anxiety and increases trust in the plan.
4) If we had to pick only three priorities for the next 12 months, what would they be?
Clients may want everything at once, but narrowing the list focuses energy where it matters. Advisors who help clients define near-term priorities often see better follow-through. Research in behavioral finance shows that visible progress motivates clients to keep going, even if the steps are small. Short-term wins fuel long-term commitment.
5) Tell me about a financial decision you’re proud of and one you’d like to redo.
Reflection often reveals patterns. A client who proudly describes disciplined savings may also regret impulsive spending. Identifying strengths and weaknesses allows you to reinforce good habits and correct detrimental ones.
A Morningstar study in 2023 found that 60% of clients who reflected on past financial decisions reported higher confidence in future planning. Encouraging this kind of conversation not only deepens the relationship but also equips advisors to provide better guidance.
6) Who else is affected by these goals, and how do they shape decisions?
Most financial decisions involve more than one person. Spouses, children, parents and even charitable causes can shape a client’s choices. A 2025 NerdWallet/Harris Poll survey found that 90% of Americans set financial goals for the year, Nine in 10 Americans (90%) set financial goals for 2025, according to a NerdWallet survey of over 2,000 adults, conducted online by The Harris Poll, and nearly half said those goals were influenced by family or community obligations.
By understanding the social and relational context, advisors can anticipate conflicts, encourage alignment and create strategies that respect all stakeholders.
7) How will we know we’re winning in 90 days, one year, and three years?
Setting measurable milestones creates accountability and clarity. These metrics may include debt reduction, savings contributions, new account setups or achieving a specific purchase. Tracking progress gives clients visible proof that they are moving forward.
Regular check-ins against these metrics reinforce trust. Clients see that their advisor is not only managing investments but also guiding them toward meaningful goals.
From Insight to Action
Strong planning begins with strong questions, but the work does not stop there. Every response needs to be captured, connected to goals and turned into tasks or milestones. Clients should see their progress documented and reviewed so they feel momentum at every stage. This builds confidence, reinforces trust and creates a more consistent client experience.
The challenge is managing all of this data without overloading your team. That is why leading firms pair deep client insight with smart systems that streamline intake and automate the follow-up process.
Power Your Client Conversations With PreciseFP
PreciseFP is award winning data gathering software that empowers firms to transform client onboarding and engagement. Advisors use PreciseFP to capture values and goals through digital intake, sync client data across CRMs and planning tools, and eliminate rekeying by sharing more than 200 fields with integration partners.
Firms use PreciseFP not only for client onboarding but also for risk tolerance questionnaires, service agreements, document delivery, Form CRS, disclosures, e-signatures, lead generation and more. By reducing errors and cutting out follow-up requests for missing details like driver’s license numbers, advisors free up time to focus on what matters most, client conversations.
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