Completion of the first two sections of the fact find (Personal/family details and their financial situation) involves gathering fact-based evidence about tangible items and people involved.

The client’s outlook, plans and objectives are often more intangible. Here, your aim would be to find out ‘why?’, ‘how?’ or ‘when?’ and to discover the client’s thoughts and feelings about what they have, what they want, and how they wish to proceed from a financial point of view. These are known as soft facts.