“The Curse of Mastery”: Why You’re Losing Potential Clients

Advisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives.

Advisors are often involved with what I call the “expert-consultant sale.”

A person has a problem they’re not equipped to solve, so they seek out an expert who is.

They pay the expert for their time, acquired skills, and for the years spent honing their craft.

But how does your prospect ultimately decide which expert to go with, especially when there’s an abundance of advisors available?

Being an expert is the very thing that predisposes you to answer the above question incorrectly.