After the financial collapse in 2008, clients grew a fear of financial institutions in general. We reached out to readers and found out how many successful advisors have been adopting a coaching and teaching angle to meet the questions and fears of their clients. The following are highlights from those conversations. If you have adopted new ideas in recent years on how to reach your clients, please comment below or email me at email@example.com.
We have always promoted our products as part of a total investment strategy. The problems of Wall Street have justified the need for the products we sell,and reinforced our clients’ faith in the products they have purchased and the advice we have given them. It has also created an increase in referrals. We don’t look at Wall Street as the enemy, but as a conduit to validate what we do.
– Richard Schneider
Clients want more information than ever and demand it by researching on their own both before and after you make your recommendations.
Yes. We have embraced more face to face meetings and more teaching.
There’s been a hands-on approach with personal circumstances and family issues/values playing a more important role in the financial planning process.
I have always taken the teaching approach to guide potential clients in planning their decision-making. It is a continuous learning, adapting process.
– Ron Drury