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