For investment advisors, getting a deeper look at client priorities can be a big driver in building relationships and business. Daina Lawrence explores this topic in KYC and ESG: Zeroing in on client values can pay off for advisors published on October 11, 2022, in The Globe and Mail.

“Clients need to be able to speak about how they feel, and in turn, we can take that information and digest it,” says Thomas. “It’s a win-win situation.”

Bringing up personal values related to Environmental, Social, and Governance (ESG) during the Know-Your-Client (KYC) process can help advisors foster a trusting bond with clients early on, says Thomas Gilman, BA, CIM, CFP, CLU, FCSI, Senior Portfolio Manager at Harbourfront.

“We find that the best approach is to probe with open-ended questions because they offer clients an opportunity to think out loud,” says Thomas.