I don’t believe that Advisers & Coaches are having enough interventional conversations with their clients! If you want to be a Great Adviser then your job is to go places that are uncomfortable.
So many of the Advisers that I mentor are approaching their clients with the proverbial ‘kid gloves’. They don’t want to offend their clients or to make the conversation uncomfortable. In doing so they miss the opportunity to really truly become an irreplaceable and supremely valuable part of their client’s lives.
Yet most Advisers put digital content creation into the ‘too hard basket’ or worse still, into the ‘waste of time’ business category.
The greatest value an Adviser can provide to their clients is not a product or technical knowledge. It’s giving your clients insight into who they really are, what they really want, what they are doing to limit their ability to get what they want and how they can move past their own obstacles.
An extra challenge that Financial Advisers face is that because they have been trained in ‘Goal Setting’ or the new/old catchphrase ‘Goals-Based Advice’, thinking they are actually getting to understand what their clients really want and how to get it.
Instead, almost all Financial Advisers are really only going surface level in order to sell their Advice around a financial strategy tactic or product.
Invest in your own ability to articulate and frame value and most of all focus on learning how to be an interventional Adviser. In my mind, they are truly the indispensable profession of the future.