You Provide More Value than You Realize

This is the latest installment of a regular column to answer questions from advisors who are considering transitioning to an RIA model. To see Brad’s previous articles, click here. To submit your question, please email Brad here.

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I am not a practice management guru, but the value proposition I provide parallels the value being provided by advisors. Many don’t give themselves credit for the value they’re providing.

You do not need a diagnosed case of imposter syndrome to be selling your value short.

Imposter syndrome is the well-known condition roughly defined as an internal fear you are not as competent as others perceive you to be.

Do you fear that your knowledge and experience don’t provide enough value to your clients and prospects? Do you fear that your fees are too high for the value you (allegedly) deliver?

Even if you fall short of this level of concern, I challenge you to consider the full extent of your value. Equally important – and I will leave it to the marketing gurus to opine on – is communicating that value to your clients.