We all want to be known as the “go-to” advisor but often overlook areas where we can give our clients, their families and their friends a reason to “go” to us.
We often believe we’re different from the next guy but don’t educate ourselves on the plans we offer (this is key) or look for opportunities beyond the surface to provide real value.
With that in mind, knowing how the most common programs truly can be leveraged will give you an edge and a real reason for your clients to view you as their “go-to” advisor.
I will stress again, “the things that are common knowledge to us are not to our clients and prospects”.
For example, we are well aware of the recent Roth Conversion craze, and know the upcoming Re-characterization craze. Why were so many people looking to make changes to their IRAs? Because they don’t want to take the RMD, they don’t like the taxes or they’ve lost account value. And possibly because they feel like their are no better option.