"As an experienced wealth planner and financial advisor, my first goal with new clients is to build trust right from our first meeting. I take time to talk about my knowledge, experience, and ultimate goals for the client. From there, I open the door for clients to talk about their situation and goals. I listen attentively and reflectively to their thoughts to truly understand their needs. Once I know where they want to be, I can craft a solid plan for them. As you can see, I submitted several professional references from clients I have served in the past, and they would all be willing to talk about my ability to provide a trusting service to them."

"If hired for this position, my first step with new clients would be to have a Q&A session where I can learn about their history, finances, and plans for the future. The Q&A session would allow the client to ask questions of me as well. At the end of the initial session, a foundation of trust is built, and I let my excellent customer service and knowledge lead the rest of the way with the client."

Talk about how you begin the process of discovering the needs of your clients. Remember, RSM's customer service model is centered on "The power of being understood." Highlight your ability to actively listen and ask questions. The position you are interviewing for relies on a heavy dose of trust with your clients, so any of your techniques used to build rapport and establish trust with your clients is of value.