Most financial advisers think they are selling advice, actually let me back up there, not many will actually admit that they sell anything, but everyone does to some degree; whether it be an idea, a product, a service, if you have to explain something you are selling. The challenge is, that potential clients of financial advisers can’t evaluate your expertise, they can’t tell if you’re any good or not, just like we can’t tell if our accountant is really getting us the best tax return (although we pray they are).
Clients can however, evaluate a relationship and the value they receive from you. As a financial adviser you are not really selling advice, because it’s assumed that you are doing the right thing by your client. What you are selling is yourself and your business.
Clients buy you and your business, that includes your team. Attracting and retaining the right clients and staff are really one of the same. Do you have water tight strategies for both segments?