Understanding Why Clients Might Seek a Second Opinion in Financial Planning and How to Avert It

Understanding Why Clients Might Seek a Second Opinion in Financial Planning and How to Avert It

If you’ve been in this business long enough, you’re bound to encounter a client who wants to get a second opinion on some of your advice or a strategy you’ve developed. There’s no sugar-coating it—that can feel like a low blow—questioning your expertise and even your integrity. 

While it might feel like a vote of no confidence, it’s often a symptom of a deeper need. Understanding these reasons and fostering a solid client relationship can help advisors minimize the need for external validation.

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5 Scenarios When Advisors Should Fire Clients with Conflict of Interest

5 Scenarios When Advisors Should Fire Clients with Conflict of Interest

We’ve posted several times on the topic of conflicts of interest created by financial advisors when their objectivity may be compromised, and their interests are not necessarily aligned with their client’s best interests. We talked about the harm it can cause to the advisory relationship. Financial advisors caught up in ethical dilemmas, whether intentional or not, must be ready to take corrective action to save the relationship and keep the trust of their clients.

But what about when the tables are turned, and the client creates a conflict of interest or ethical dilemma? It happens more than you might think—when a client’s personal interests or values don’t align with their advisor’s. The conflict may not be egregious or illegal, but even if it just rubs you the wrong way, it might be time to cut the client loose.

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First Meeting with a New Client—Preparation Checklist

First Meeting with a New Client – Preparation Checklist

The first meeting with a new client should be a momentous event for both you and the client. For your client, it’s the first opportunity to validate their decision to select you as their advisor. For you, it’s the first opportunity to showcase your professionalism and reinforce your new client’s decision. You both hope this will be the beginning of a long and trusting relationship.

As you prepare for your first client meeting, it’s critical to remember that you are being carefully evaluated. Your new client is essentially taking a leap of faith in choosing you, and you must always strive to make them feel like they have made the right choice. With that in mind, your first meeting sets the tone for the entire relationship. Plan it with care.

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Not Getting Through to Your Clients? 5 Ways to Step Up Your Engagement

5 Ways to Step Up Your Client Engagement

Most financial advisors understand the importance of client communications. Those who don’t find out the hard way that poor or infrequent communications is the number one reason clients leave their financial advisor, according to a Financial Advisor Magazine survey. But what if you feel you have a deliberate client communications strategy, yet your clients seem to be unresponsive or not engaging with you at a level that gives you confidence they are fully on board?

That’s not a good feeling, and it should sound alarms if you hope to maximize client retention.

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Why Client Communications Must Be Your Highest Priority

Why Client Communications Must Be Your Highest Priority

Going into the new year, financial advisors need to take stock of their business and determine the one critical aspect they need to focus on that could make or break their year or even their career. Acquiring new clients is always a top priority, but there is even a higher priority for advisors hoping to break through to the next level. That’s because if you can’t retain the clients you have, you’ll find yourself in a deep hole, trying to claw your way out.

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5 Reasons Advisors Need a Well-Conceived, Systematic Communications Strategy

5 Reasons Advisors Need a Well-Conceived, Systematic Communications Strategy

Financial advisors are reaching a pivotal moment that will shape their future. An increasingly competitive landscape, fee compression, the commoditization of advice, and increasing client expectations make client satisfaction, retention, and referrals more essential than ever. As advisors struggle to differentiate themselves in a sea of sameness, I always reach back to the time-tested solution: good communication.

If you have been following my blog for a while, you’re familiar with my core belief that communication is vital to developing solid and enduring relationships. You simply can’t form trusted relationships without good communication.

Most clients don’t feel engaged with their Advisor

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Overcome the Fee Discussion by Focusing on the Things that Matter to Your Clients

Overcome the Fee Discussion by Focusing on the Things that Matter to Your Clients

Among the many trends affecting the way financial advisors must operate these days, fee compression has been the most impactful. The discussion of fees charged by advisors has moved to the forefront due to the low costs and transparency of digital advice platforms and the highly competitive arena in which they find themselves. As a result, clients are more willing to confront their advisors on the subject of fees and the value they receive in exchange for them, catching many advisors off guard.

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Coronavirus: An Opportunity for Financial Advisors to Strengthen Client Relationships

Coronavirus - An Opportunity for Financial Advisors to Strengthen Client Relationships

As I write this after the market close on March 9th, 2020, the Dow Jones Industrial Average is down 1,800 points on the day, for a loss of 7.8%. The S&P 500 is down by 7.6% – the worst single day on for U.S. equities since the 2008 crisis.

This Monday loss follows some significant volatility late last week that already had a lot of investors on edge.

No doubt, most of you advisors out there are receiving some nervous calls and emails from your clients, wondering what’s going on.

This is where great advisors can earn their money. As a matter of fact, you as financial advisors may well not have as great an opportunity to add value for your clients for a very long time as you do today.

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What to Do in The First Client Meeting

What to Do in The First Client Meeting

Meeting with a prospective client for the first time makes many advisors nervous. It’s your big opportunity to influence people to do business with you – or lose them forever. It’s essential to be prepared so that you come across as likeable and reliable – someone they can trust to oversee their finances and establish their future security. Here’s how to do that.

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