Demonstrating Your Value
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The most frequent question I’m asked when mentoring newer advisors is, “How do I demonstrate my value to prospects?” I’m sure many of you have pondered this question, even if you’ve been an advisor for many years.
The field of offering financial and investment advice has changed significantly in the 20+ years I spent as an active practitioner. But the basic three types of prospects that come to us remain the same: They are either too busy, things have gotten too complicated, or their financial world has grown too big to manage on their own.
To demonstrate my value as an advisor to these prospective clients, I made sure that when they walked through the door, they already knew that I was very knowledgeable in solving problems related to financial issues, products, and strategies.
My mentees then ask, “How did you do that?”