Our services in the selected location:
  • No services available for your region.
Select Location:
Remember my selection
We have been made aware that there are external parties falsely claiming to carry out financial services on behalf of Goldman Sachs (including Goldman Sachs Asset Management International and Goldman Sachs International) in order to market fake investment products and to solicit monetary payments. These external parties may pose as Goldman Sachs through the use of fraudulent communications via email, instant messaging or phone, as well as through the use of fake brochures and other documents containing Goldman Sachs branding and logos.
The FCA has issued warnings about these fraudulent activities which can be found here and here.
It is important to know that any communication you receive from Goldman Sachs would only come from an @gs.com e-mail address and/or be found on the goldmansachs.com website. Further information regarding how you can protect yourself from fraudulent activity online and how you can contact us about this can be found on the Goldman Sachs Security page, available here.
Your browser is out of date. It has known security flaws and may not display all features of this and other websites


Participants become more aware of habits for active listening, learning four fundamental types of questions to use to gain understanding. 

Workshop Overview

Uncovering and understanding your clients’ needs are paramount to successful client relationships. The skills associated with this process revolve around effective listening and questioning. Why are these important? In client meetings, the focus should be on building rapport, understanding needs and discussing ideas. We believe those abilities can be cultivated and achieved through active listening.

When listening for understanding, we focus on three key areas: (1) paying attention to the client’s financial situation, goals and priorities; (2) identifying whether there are opportunities for the clients and the advisor, and (3) asking follow-up questions that expand your understanding. We believe the third item – follow-up questions – can deliver particularly useful insights.

To help you better listen for understanding, our process involves three levels:

1. Understanding your clients’ broad financial situation   2. Understanding the areas which your clients consider important  
3.  Understanding your clients’ “Must Haves”    


Listening for Three Things

The Art of Listening

For illustrative purposes only.


  • Listening actively to your clients
  • Asking questions to help you learn more about your clients
  • Activities that help build awareness and skill
  • Best practices for becoming consciously competent



Workshop to help you build business and drive sustainable growth in advisor practices. Contact your GSAM representative for more information. 

Related Topics

Gaining Client Commitment

Understanding a client's level of commitment is essential for financial advisors and can play a crucial role in better recognizing what to do to win business. 

Individual Style: Understanding Client Signals

Advisors must understand their clients and understand themselves. We examine several behavioral styles and and what advisors can do to be more effective.


For More Information
Funds Client Service