When Asking the Tough Questions : A Gender-based Study on Financial Advisor s Level of Comfort When Gathering Sensitive Client Information

Abstract

The research underpinning this article was to investigate how comfortable financial advisors of different genders are when asking their clients questions of a sensitive nature and to offer possible new insights into the effective, emotionally sensitive practices of female financial advisors. The study made use of a quantitative research method by sending an online link to a questionnaire to all members of the recognised professional membership body in South Africa, of which 365 responses were received. The female group, which constituted 31.3% of the total respondents, almost always felt more uncomfortable on all the discussion topics and also perceived their clients to be more uncomfortable. The female group were found to be more sensitive, specifically when communicating about the more sensitive topics and also more aware of their clients’ truthfulness.