How Trustworthy Are Your Recommendations?
We are all very aware that recommendations may not work as described. The risk is there for even our most researched and carefully thought out sales. But they are sales. A wise man once said, “Investments are not bought, they are sold.” While there are certainly exceptions, we are all here because we are good at sales. That is nothing to be ashamed of. Everything in your office, your home, your car is the result of someone selling each item and nearly every item that went in its make up.
But our clients and attorneys know that too. So how do you send a message of confidence and trust even before you present an investment? How do you let your clients know the investments you propose are not just a sale of the latest investment plopped on your desk or inbox? Here is the answer and it is the right one every time.
“I have a planning-based investment process. Every investment is based on not only its potential but on your personal financial goals and risk tolerance.”
- Financial planning is not a product to be sold. Some firms made that mistake and it was a BIG mistake.
- Financial planning is the advisor’s best friend.
- Financial planning done properly says, “I care about you, your goals, your future, your personal risk tolerance.
- Financial planning says, “I want to know what is acceptable to you and what is not.”
- Financial planning is your compliance officer’s best friend and yours.
If you want to be confident that your clients trust your recommendations, that they know the recommendation is not just another sale but a carefully considered and wise investment decision, then say with demonstrated confidence, “I have a planning-based investment process…”
Financial planning is a key to a Supernova practice. Without the creation, application and active review of a plan, your practice and your clients will both lose a valuable tool to build trust. If you would like to implement Supernova in your practice, join our member-only website or sign-up for one of our coaching programs.
Utilizing the Supernova brand is a super way to make 2013 your best year ever. If you need some help, join our member-only website or sign-up for one of our coaching programs.