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Advisors can attest: sustainable investing is not simple. Two clients can share the same sustainability interest and still need different investment approaches. One client may want to avoid certain sectors. Another may want to manage long-term risks. Another may want exposure to major economic transitions. Another may want measurable environmental or social outcomes. In this context, advisors can unintentionally solve the wrong problem with the right allocation. A sustainable

Client discovery is where strong advisory relationships begin. It is where advisors learn about a client’s financial objectives, risk tolerance, liquidity needs, time horizon, family priorities, and expectations. Increasingly, it is also where advisors need to understand sustainability preferences. As outlined in ED4S Academy’s Sustainable Investing Advisor Playbook, sustainability should not be treated as a separate process. It should be integrated into the existing advisory