Snyder made her comments at the Forbes/SHOOK Virtual Top Advisor Event, “Forging Ahead,” held June 3. She was joined by Josh Stamer, senior managing director of the Foundation Source, a consulting firm based in Fairfield, Conn., that works with private foundations.
“I had a client who was deep into a discussion about taxes and I turned to him and said, ‘So tell me about your family,’” Snyder said. “He stopped and he and his wife both looked at each other like, ‘Where did that question come from?’”
Snyder continued: “But then they launched into 30 minutes about their family. And they had some really unique needs for their family. And they had some philanthropic objectives that no one had talked to them about.”
“Finding out what the client wants is the responsibility of the advisor,” Snyder said.
Knowing client’s goals and intentions is important, Snyder added. “You have clients that are very much into giving and they want to create a culture of gratitude in their family.”
Once you learn the client’s goals, then bring in the tax and legal experts. “I have found that collaboration yields the best results.”