Five Takeaways from Hundreds of Advisors
Advisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives.
I recently completed an extensive speaking tour across the U.S., Canada and Australia. I presented to hundreds of advisors and met personally with many of them.
I also gained insight into latest trends and concerns in the advisory business as a result of talking with many firms that contacted our digital advisory company.
Here are five takeaways from those experiences:
1. “Caring” is not a slogan
Without exception, the advisors I met cared deeply about their clients. They want to do right by them. Being a “fiduciary” is not a vague, legal term to them. They put the interests of their clients first. While their investment philosophies vary, they all focus on asset allocation, low fees and costs, as well as deferring, reducing and avoiding taxes.
2. The bar is high
As a group, the bar to advance their knowledge is high. These advisors have stellar qualifications. They have mastered their craft and were eager to learn more. Since my focus was on “soft” skills, I was impressed by how open-minded they were about trying the Solin Process℠, even though it’s counter-intuitive and often the opposite of their current approach to converting prospects into clients. They were a particularly sensitive and thoughtful group.
3. Fees, fees, fees!
Whenever someone writes about fee pressure, the comment board on forums such as APViewpoint lights up with advisors saying we’re wrong. They report no fee pressure at all. Some even claim they are raising fees.
My experience is the opposite. I do a survey before every talk and ask participants to list the issues prospects raise that cause them the most difficulty. Fee pressure is at the top of every list, whether the participants are from Seattle or Sydney.