FNA Conversation Guide
Ask from top to bottom. Use the right margin for notes.
FNA
Conversation Guide
Ask from top to bottom. Use the right margin for notes.
Build rapport Use the Client Survey first.
One topic/page Do not mix insurance and investments.
Skip freely Optional questions are only if relevant.
1
Goals, Dreams, And Priority
Find what they want before collecting numbers.
Say
First
First
Transition from survey"Now that I know a bit about you, I want to understand what you want your money to do for you. There are no wrong answers here."
Ask in this order
Notes margin
Q1
What are some goals or dreams you would want included in your plan?Home, car, travel, business, family legacy, retirement, extra security.
Q2
Which one would make the biggest difference in your life if you had it today?
Q3
What would it cost, roughly, and when would you want it by?
Q4
What would change for you or your family if you had this?
Q5
What happens if nothing changes over the next year or two?
Opt
If home ownership is a goal, where are you in the process?
Before moving onRepeat the top goal back to them. The rest of the FNA should connect to this priority.
2
Investment Vision And Money Purpose
Find what they want their money to do before collecting account details.
Say
First
First
Bridge"Before we talk accounts and balances, I want to understand what you want your money to make possible."
Ask in this order
Notes margin
Q1
When you picture your money working well, what should it help you do?Freedom, retirement, income, home, kids' education, travel, safety, leaving something behind.
Q2
Which goal matters most right now, and why?Tie-down: "Is this the goal we should build the plan around first?"
Q3
When would you like to stop working, and what monthly income would feel right?
Q4
What would a comfortable retirement actually look like month to month?Home, travel, helping family, hobbies, giving, healthcare, lifestyle you do not want to lose.
Q5
Based on what you are doing today, do you feel on track?Tie-down: "Want to check the math so you know?"
Q6
If nothing changed for the next two years, what would concern you most?
Opt
If children are part of the picture, what part of their education would you want covered, and by when?
3
Current Investment Picture And Commitment
Capture what they have now, then confirm interest in seeing the gap and options.
Say
First
First
Bridge"Now let's look at what you already have working toward that goal, so we can see what's missing."
Ask in this order
Notes margin
Q1
What retirement or investment accounts do you have right now?RRSP, TFSA, other accounts, spouse accounts, non-retirement savings.
| Account | Company | Balance | $/mo |
|---|---|---|---|
| RRSP | |||
| TFSA | |||
| Other | |||
| Spouse |
Q2
Do you have a pension through work or from a previous employer?
Q3
How much do you have set aside for emergencies or other assets?
Q4
How often do you review your investments, and do you know what you own?Tie-down: "Would a clearer picture help you feel more in control?"
Q5
When the market moves up or down, how do you usually feel about your money?
Q6
Are you happy with your current progress? If not, what would you want improved?Clearer path, more savings, better returns, less risk, tax savings, education funding. Tie-down: "If we find a gap, want to see the simplest way to close it?"
Investment gap signal"Based on what you've shared, I'll look at where you stand and what's missing. If there's a gap, would you want to see the simplest way to close it?"
4
Insurance And Protection
Keep protection separate from investments so the gap is easy to see.
Say
First
First
Bridge"Now that I know what you're building, let's talk about what protects it if life throws a curveball."
Ask in this order
Notes margin
Q1
Who handles your home and auto insurance, and when do those policies renew?
Q2
How many cars, homes, and drivers are covered, and what do you pay monthly?
Q3
Do you have life insurance or mortgage insurance right now?
Q4
If yes: who is it with, how much coverage do you have, and what is the monthly premium?
Q5
Do you feel that amount would be enough to take care of your family if something happened?
Q6
When you got it, were you thinking protection, savings, or a bit of both?
Q7
If something happened tomorrow, what would you want protected?
Q8
If you do not have coverage yet, what has held you back?Did not see the need, thought it was too expensive, or never got around to it.
Insurance proposal signal"Based on what you've told me, I'll put together a plan that gives you the right protection at the right cost. If it makes sense, would you be open to seeing it?"
5
Mortgage, Property, And Debt
Find the obligations that shape the plan.
Say
First
First
Bridge"Most people carry some debt. No judgment — I just need to know what affects the plan."
Ask in this order
Notes margin
Q1
Who is your mortgage with, and what do you pay monthly?
Q2
What is the home worth, what is left on the mortgage, and what is the interest rate?
Q3
Do you have mortgage insurance? What does it cost? And when does the mortgage renew?
Opt
Do you have any additional properties?Capture lender, monthly payment, value, balance, rate, tax, renewal.
Q4
What consumer debts are you carrying right now?
| Debt | Balance | Payment | Rate |
|---|---|---|---|
Q5
Which debt would you love to see gone first?
Debt proposal signal"Based on what you've shared, I'll look at whether we can get you out of debt faster and pay off the mortgage sooner. If there's a way, would you be open to seeing it?"
6
Cashflow And Monthly Priorities
Use rough estimates to make sure the recommendation can fit real life.
Say
First
First
Bridge"This doesn't need to be exact. Round numbers are fine. I just need a rough sense of what comes in and goes out each month."
Ask in this order
Notes margin
Q1
Where does the budget feel tight right now?
Q2
About how much goes to each category each month?
| Category | Current | Future |
|---|---|---|
| Housing | ||
| Family / food | ||
| Transportation | ||
| Debt payments | ||
| Insurance | ||
| Savings | ||
| Leisure / giving | ||
| Taxes / other |
Q3
If we freed up money, where would you want it to go first?
Q4
What monthly amount feels doable for a plan that gets you to your top goal?
Advisor pacingIf they're unsure, stick to the big three: housing, debt, and savings. Keep it moving.
7
Info, Commitments, And Next Step
Close with clarity, documents, and a booked follow-up.
Say
First
First
Bridge"I have enough to get started. Just a few more details, then we'll book the time for me to bring the plan back."
Ask in this order
Notes margin
Q1
Confirm contact and household details.Name, birthday, phone, email, spouse, children, employer, take-home pay.
Q2
What documents do we need before the next meeting?
Q3
If I build a plan that reaches your goals within your budget, do you want to put it in place at our next meeting?
Q4
If you're happy with what I do for you, would you introduce me to people who might need the same help?
Opt
One last thing — if the plan shows a gap between your goals and your income, would you want to hear about part-time income options with our team?
Q5
When should we meet again?Day, time, in-person or Zoom, and which proposal you're bringing back.
End
What's the one thing you want me to remember before our next meeting?
Final commitment"At the next meeting, I'll show you where you stand, what's missing, and what fits your budget. If it makes sense, are you okay moving forward? And if it doesn't, are you okay saying no?"