• “The Planning Horizon represents a metaphoric horizontal line. Conversations that take place above the horizon surround the wealth holder’s deepest and most personal intent for their wealth.  Why are they planning in the first place? Conversations that take place below the horizon surround the strategies and products that can influence the achievement of the wealth holder’s goals as identified above the horizon.”  The Right Side of the Table:  Where do You Sit in the Minds of the Affluent?By Scott Fithian and Todd Fithian.  Page 19
    • “Most advisers ask questions.  Some advisers ask follow-up questions.  The discernment-based adviser asks enough of the right questions for the wealth holder to reach their own conclusions at far greater depth than they could through the delivery of external recommendations.”  The Right Side of the Table:  Where do You Sit in the Minds of the Affluent?By Scott Fithian and Todd Fithian.  Page XV
    • “When an adviser begins to search for the same kind of deep introspection that a wealth holder longs for in his or her planning life, the two minds merge at the discernment style.  In this style, the adviser uses deeper and deeper questioning to stimulate the client to reach his or her own best conclusions.”  The Right Side of the Table:  Where do You Sit in the Minds of the Affluent?By Scott Fithian and Todd Fithian.  Page 27
    • “Discernment-based behavior is listening without looking for a solution. It’s asking questions that aren’t designed to lead the client to purchase. It’s about helping the client still his or her world for a moment, creating a timeless space in which he or she can make a deeply confident choice.”  The Right Side of the Table:  Where do You Sit in the Minds of the Affluent? By Scott Fithian and Todd Fithian.  Page 41
    • “What follows are some probing questions about family money and family philanthropy. There are no single or right answers. Asking the question and hearing how other family members respond are more important than the answers.
      • What challenges do we face regarding our family and our money?
      • What is our vision for our family’s future?
      • What is our family’s definition of success?
      • What is an appropriate financial inheritance for our children?
      • What principles will guide our decisions about estate allocations?
      • What has been our experience of working together as a family?
      • How do we prepare our children to steward a financial inheritance?
      • Should we bring our son-in-law or daughter-in-law into financial and philanthropic conversations?
      • What are our core philanthropic interests and how did these come to be important to us?
      • How may we enable the next generation to create a shared dream with a family foundation while also fulfilling the founder’s mission?
      • How do we promote a sense of togetherness in our family while also encouraging each person’s individuality?” Wealth in Families Third Edition (Charles W. Collier) Page 1-2
  • “Consider these questions:
    • What is really important to your family?
    • What are your family’s true assets?
    • What should you do to guide and support the life journey of each family member over time?
    • How wealthy do you want your children to be?
    • Do you feel you have a responsibility to society?
    • These are the deeper questions families ought to ask themselves today- and on a continuing basis.” Wealth in Families Third Edition (Charles W. Collier) Page 5
  • “What kind of family do you want to be? What do you want to accomplish or help others to accomplish? What legacy do you want to leave your children and society? Deciding where to go with your financial success and why you want to meet those goals are the strategic questions that you should ask first. Determining how to get there and which legal arrangements to use are secondary tactical decisions.” Wealth in Families Third Edition (Charles W. Collier) Page 5
  • “I define a successful family as one that knows who it is, what it stands for, and where it is going. Successful families manage themselves deliberately. There is much at stake for your individual family members, for your family as a whole, and for society at large. If you and your family can define “what’s important” before deciding “what to do,” then your children will thrive, your family will flourish, and society will benefit.” Wealth in Families Third Edition (Charles W. Collier) Page 5
  • How, then, should you think about the deeper issues around wealth? Begin by asking your family four simple questions drawn from a business model for strategic planning taught at Harvard Business School:
    • What is your family’s vision for its future?
    • Can your family members work together?
    • Can your family make joint decisions around money, philanthropy, and legacy?
    • How should your family make decisions together?”  Wealth in Families Third Edition (Charles W. Collier) Page 6
    • “When an adviser begins to search for the same kind of deep introspection that a wealth holder longs for in his or her planning life, the two minds merge at the discernment style.  In this style, the adviser uses deeper and deeper questioning to stimulate the client to reach his or her own best conclusions.” The Right Side of the Table:  Where do You Sit in the Minds of the Affluent?  By Scott Fithian and Todd Fithian.  Page 27