Ask Your Clients

Questions Professional Advisors Should Ask Their Clients

In order to determine your client’s motivation for and knowledge of charitable giving, you should consider asking the following questions, which were developed by Joe Breiteneicher, The Philanthropic Initiative*:

What are their values? What principles have guided how they have lived their lives, raised their families and run businesses?

What charitable interests have they already pursued as an outgrowth of their values?

What have they learned from their giving? What would they do differently? Would they feel comfortable expanding their giving?

What has been the most satisfying charitable gift they have ever made? Why?

How do they view their wealth in connection to their community? To society?

What role has philanthropy played in their family? What role would they like it to play? What value would it be to their children and grandchildren?

What core values would they like to express through their giving?

When they think about the challenges facing their community, what are their major concerns? Are any of these the focus or their giving? Would they like them to be?

What would their like to accomplish with their giving? What do they think is possible?

Thank you to Giving New Hampshire and Gateway to Giving for use of this material.

*Originally published in the 1996 Trusts and Estates magazine article, “Advisor’s Enthusiasm Helps to Shape Client’s Charitable Role”.