The answers that you seek are inside your client. As long as you don't allow your own judgments and agendas to get the best of you, as long as you ask the right questions and as long as you practice attentive waiting, the clients will guide you to their true financial needs and desires.

Then, if you understand the inner world experience of the wealthy client, you will help him come closer to achieving the freedom that we all dream about.    

Gary Shunk is a Chicago-based consultant to wealthy families and the advisors who serve them. His practice focus is the psychology of family wealth, and his primary mission is to help integrate wealth, character and calling. His Web site is

Megan Wells is a writer and communications expert. She utilizes writing and storytelling for leadership, creativity and innovation.  She works out of Chicago and her website is