Northern Trust Mock Interview

Practice 30 Northern Trust interview questions covering wealth management, fiduciary standards, and client service excellence.

Question 24 of 30

How do you deal with client rejection or objections?

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Rachelle Enns

Rachelle Enns is an interview coach and job search expert. She works with candidates to perform their best in employment, medical, and post-secondary admission interviews.

As a professional in the industry, your experience should lend reasonable anticipation to the doubts your potential clients will have. First, when advertising your point of view to your clients, you'll want to address any questions or concerns before they are voiced. Actively listen for, acknowledge, empathize, and relate to any reservations, objections, or pain points. Relate to their concerns and display confidence that the path forward is a tried-and-true approach. Connecting with your clients over their concerns and reassuring them you have solutions can keep the conversion moving towards mutual gains. There are several successful approaches to objection handling. Discuss with your interviewer the industry-recognized approach you take.

Rachelle Enns

Rachelle Enns is an interview coach and job search expert. She works with candidates to perform their best in employment, medical, and post-secondary admission interviews.

"I love the quote by Tom Hopkins that says, 'Begin always expecting good things to happen.' This quote encompasses my approach to sales and even client rejection. I know that my offering is better than the rest, and I stand behind my work and maintain integrity in everything I do. The 'right' client for me will see these qualities and be willing to hear me at the very least. When I hear the word 'no,' I understand 'not right now.' No is not forever, and I will continue to massage even the 'no' relationships until they turn into a yes!"

Rachelle Enns

Rachelle Enns is an interview coach and job search expert. She works with candidates to perform their best in employment, medical, and post-secondary admission interviews.

"To be a successful professional in the wealth management industry, I must rely on my reputation, referrals from others, and professional follow-up. No matter how a customer rejection might make me feel, I vow to remain professional. I am a positive person by nature, so when rejection comes my way, I will ask more questions to see if I can find the true source of the objection."

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30Northern Trust Interview Questions & Answers

Customer Service

1.Northern Trust is client-centric. How do you keep things exciting while continually strengthening relationships with your clients?

Communication

2.Wealth management is a broad term. How would you describe Northern Trust to someone unfamiliar with us?

Trust

3.As a wealth management professional, have you ever been asked to act unethically? If so, what did you do?

Communication

4.In an introductory client meeting, how do you initially assess a client's financial position?

Education

5.How do you stay current on developments and trends in wealth management?

Education

6.Walk me through your education and how it relates to a career in wealth management.

Communication

7.How would you explain mutual funds to someone unfamiliar with the concept?

Experience

8.This role with Northern Trust is very independent. How do you prospect for new customers?

Experience

9.Tell me about the systems and tools you lean on to do your job.

Behavioral

10.Do you prefer to work independently or with partners?

Career Goals

11.Do you have your Certified Financial Planner (CFP) designation? If not, is this something you would like to achieve?

Salary

12.As a Financial Advisor, your compensation is tied directly to your productivity. How do you feel about working in a highly commissioned role?

Behavioral

13.Analytical skills are critical to success as a Financial Advisor. How are you analytically-minded?

Communication

14.How do you show potential clients that you are a trusted source for information on wealth management and other financial topics?

Experience

15.What factors do you believe impact the growth of the wealth management industry the most?

Behavioral

16.Financial Advisors with Northern Trust who are active in their community see more success. Tell me about an organization or group outside of work with which you are involved.

Experience

17.Many Northern Trust employees work as though they are independent business owners. Talk to me about what makes you entrepreneurial by nature.

18.When you suffer a setback in your portfolio, how does that emotionally affect you?

Behavioral

19.How would you build a relationship with an intimidating client?

Career Goals

20.Why do you want to work in wealth management, and where would you like your career to take you?

Experience

21.Do you have experience preparing and delivering presentations?

Experience

22.How will your skills complement Northern Trust if hired?

Experience

23.What skills did you learn in your current role that will help you succeed at Northern Trust?

Behavioral

24.How do you deal with client rejection or objections?

Behavioral

25.What, in your opinion, is the biggest challenge facing the wealth management industry today?

Behavioral

26.Would you cold call for a year if it meant you had a steady client list afterward?

Behavioral

27.Have you ever broken a non-disclosure, privacy, or confidentiality agreement?

Behavioral

28.Do you have a personal or professional mission statement?

Experience

29.Do you have any questions about this job or working for Northern Trust?

Experience

Northern Trust Mock Interview

How do you deal with client rejection or objections?

30Northern Trust Interview Questions & Answers

1.Northern Trust is client-centric. How do you keep things exciting while continually strengthening relationships with your clients?

2.Wealth management is a broad term. How would you describe Northern Trust to someone unfamiliar with us?

3.As a wealth management professional, have you ever been asked to act unethically? If so, what did you do?

4.In an introductory client meeting, how do you initially assess a client's financial position?

5.How do you stay current on developments and trends in wealth management?

6.Walk me through your education and how it relates to a career in wealth management.

7.How would you explain mutual funds to someone unfamiliar with the concept?

8.This role with Northern Trust is very independent. How do you prospect for new customers?

9.Tell me about the systems and tools you lean on to do your job.

10.Do you prefer to work independently or with partners?

11.Do you have your Certified Financial Planner (CFP) designation? If not, is this something you would like to achieve?

12.As a Financial Advisor, your compensation is tied directly to your productivity. How do you feel about working in a highly commissioned role?

13.Analytical skills are critical to success as a Financial Advisor. How are you analytically-minded?

14.How do you show potential clients that you are a trusted source for information on wealth management and other financial topics?

15.What factors do you believe impact the growth of the wealth management industry the most?

16.Financial Advisors with Northern Trust who are active in their community see more success. Tell me about an organization or group outside of work with which you are involved.

17.Many Northern Trust employees work as though they are independent business owners. Talk to me about what makes you entrepreneurial by nature.

18.When you suffer a setback in your portfolio, how does that emotionally affect you?

19.How would you build a relationship with an intimidating client?

20.Why do you want to work in wealth management, and where would you like your career to take you?

21.Do you have experience preparing and delivering presentations?

22.How will your skills complement Northern Trust if hired?

23.What skills did you learn in your current role that will help you succeed at Northern Trust?

24.How do you deal with client rejection or objections?

25.What, in your opinion, is the biggest challenge facing the wealth management industry today?

26.Would you cold call for a year if it meant you had a steady client list afterward?

27.Have you ever broken a non-disclosure, privacy, or confidentiality agreement?

28.Do you have a personal or professional mission statement?

29.Do you have any questions about this job or working for Northern Trust?

30.What are your pay expectations for this role?