One recent experience brings these principles to light. John scheduled a meeting with a young married couple that had done some prior planning with another advisor. They had recently had their firsh child and had experienced some significant life changes. After initial reluctance, the couple agreed to meet with John for a factfinder. During the meeting, John discovered that both the husband and wife had no life insurance and, despite good intentions, they had not yet established the appropriate accounts to save for their daugh-ter’s education. Furthermore, he learned that the previous advisor had not taken the time to ask the important questions; rather, he had just made assumptions about the clients’ goals. John got a thorough understanding of what goals were important to couple and how to address their desires. As a result, they accomplished their goals and John was able to establish himself