Be Bold – Focus on Client Needs, Not Wants
As a financial advisor, you may be tempted to move in the direction of what a prospect or client wants rather than what he or she needs. When you simply serve the “wants” of a client, expectations soon begin to escalate, and relationship-threatening feelings begin to surface when reality settles in.
The best way to manage client expectations is to focus on client needs and help them understand that solutions have their limits and need to be kept in perspective relative to reality.
To strengthen the needs-based planning relationship, give your clients and prospects two or more solution choices that will allow their rational minds to settle on a direction they will feel most comfortable with. This will help insulate the relationship and lead to a client for life.