An educated client makes a good investor. Steven Drozdeck and Lyn Fisher discuss the importance of educating clients in their book “The Trust Equation.” Many investors aren’t aware of how little they understand investing or are misinformed, which leads to unrealistic expectations. In addition to asking penetrating questions about a client’s financial goals, an advisor should make an effort to educate each client.

The authors talk to advisor Mark Little for tips on how to do that. He suggests workshops as a productive way to reach out to clients. He offers a monthly seminar for his clients and their family members where he focuses on one topic and allows time for clients to ask questions. Not only does this help educate his current clients, family members often become clients themselves.