This one is for the Financial Advisors The greatest value you bring to the table is in helping your clients find clarity about what is most important to them in their lives and to make the decisions necessary for them to get to where they want to be.
If you focus on investment returns or just as dangerously, let your clients focus on their returns as a measure of your value then you are subverting any chance of them truly taking on board the real value you bring to the table.
This is especially true in the good years, as it becomes so easy for an Adviser to use the returns as a leave pass for their review and the necessary restatement of value.
Be explicit about your value and take control of the value perception in your relationship with clients.
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