Your Designations Don’t Create Trust

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

A fiduciary is a designation many advisors assume creates instant trust with their prospects.

“I’m a fiduciary, and other advisors are not. You can trust me.” If you have a specific designation, and you assume that’s all you need to create trust in your sales process, you are making a costly mistake.

Here’s the rub: Trust isn’t automatically built into your initial prospect conversation just because you have multiple designations next to your name. Why? Because you’re not the only advisor that has those same designations.

Trust can only be created, human-to-human, in your initial conversation, regardless of the professional titles or accreditations you have.

This is especially true in a saturated and commoditized industry like the advisory profession – where from the potential client’s point of view, everyone has an accreditation of some kind.