There is a large, gray flaw in the way some financial professionals approach their work with clients–one we should all work to improve. In many ways, it’s the elephant in the room.
Yes, your role as a financial advisor requires selling products — life insurance, long-term-care insurance, and annuities. But the mistake many advisors make is focusing only on the sale. Selling by its very nature designates someone wins and someone loses. As advisors, we should never want our clients to feel as if he or she has lost anything. We want them to feel they have gained a valuable service from us.
When faced with life’s transitions, clients’ expectations change.
Managing investments will cause both excitement and stress. It can be easy to want to provide a quick fix when a client is looking for a solution, but a strictly sales-minded approach may create objections that then must be overcome. If your clients feel uncomfortable, any sound advice or solutions you try to offer will be rejected.