Advisors Are Taking
A More Consultative Approach
With all the uncertainty around the estate tax issue and the continued turbulence in the stock market, Guy Baker, managing director of BMI Consulting in Newport Beach, Calif., feels that this environment is ideal for taking a consultative approach when working with clients.
“When theres turmoil and fear, people want to understand their options and evaluate what theyre doing.”
Rather than focus on what may be an issue for a prospect one day, agents should take a broader approach. “If my approach is to show them how to save on their estate taxes, and then its not an issue, then Im dead,” Baker explains.
By taking a more consultative approach, he feels he is in a better position to help his clients evaluate more than just one issue.