Every Client Needs Choices
Successful financial advisors have learned how to navigate the complex system of customer needs, wants, and desires. And they offer their clients choices. Qualified prospects and clients are well aware of the multiple challenges involving cash management, tax planning, estate conservation, risk management, investment planning, and retirement. A customer’s objectives need to be complemented with a financial advisor’s products and services. Choices enable a rational client to feel engaged, validated, and completely satisfied that he or she is making the right decision.
As crucial as the fact finding and solution creation stages are, if a client or prospect doesn’t have two or more choices, your relationship is immediately at risk. Simple examples may be mutual funds vs. ETFs or both; a REIT vs. a trust deed or both; term life insurance vs. cash value insurance or both.