I can’t believe it is still happening. When I ask a financial advisor to tell me why I should do business with them they always fall back to the products and services available through their parent company. When are they going to learn that for most investors this means NOTHING? The real value, what really has an impact, what prospective clients want to learn more about is YOU. It’s all about YOU! That is why it is soooo important that you really come to understand who you are, what you believe and what you really hope to accomplish in this business. If your answer is to make lots of money then don’t bother reading further. Making money is the bonus to building a purposeful practice.
In order to build a successful practice, you must spend time getting to know you, learning all about you, gaining insight on what makes you tick, what motivates you, what comes easily and what doesn’t. It is this deep probing that helps us uncover why you are in this business and who are you truly driven to help.
This is not an easy process; it isn’t something that can be accomplished with a thorough questionnaire. But it is a process worth doing, because once you do, you can begin to create a purpose-driven practice – where everything you do revolves around the things you care about and find fulfilling. It is this knowledge that creates the power in your message. Being able to articulate what is important to you is a powerful remedy to an ethically challenged industry. This alone will set you apart from all other advisors in the industry.