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Don’t Be Afraid of Questions

Asking your clients personal questions can lead to more tailored planning and documents.

My grandfather, of blessed memory, would often repeat two Yiddish expressions regarding the topic of “questions.” The first was, “Don’t be afraid of questions.” His second was, “Answers are easy, questions are difficult.” I’d like to devote this annual review to focus on questions that we, as planners, may hesitate to ask our clients but should be asking to better achieve our clients’ wishes.

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