Back To News

Advice Matters

January 27th, 2016

Author: Dr. Rick Jensen

Advice Matters: It’s Not Just What You Say, but How You Say It

Target Audience: Financial advisors striving to shift their practices from transactional to advisory.

Program Deliverables: Provide advisors with the essentials to building long-standing, trusted advisory relationships with clients. Teaches advisors how to demonstrate the value of their advisory fee, provide more than "commoditize-able content", and master the “process” of advice-giving.

The growth of low-cost brokerage services and robo-advisors has led clients to ask “What added value do I receive for the fee that I pay to my advisor?” Providing clients with access to investment products, software-generated financial plans, and recommended asset allocations are not enough. Such commoditized advice must be complemented by a valued advisory process that delivers much more. The interpersonal and customized benefits of advice-giving can be achieved only through human interaction – via the advisor-client relationship.

 

For the foreseeable future, the process of advice-giving will be the differentiator. HOW advice is delivered to and perceived by clients will be what distinguishes advisors from the competition. Drawing upon his expertise as a licensed psychologist and his extensive experience advising world-class performers, Dr. Jensen shows you how to:

 

      • Master the stages of advice-giving
      • Seek and reflect understanding
      • Build essential interpersonal skills
      • Develop long-term, trusting relationships
      • Motivate clients to take action