‘What Have You Done for Me Lately?’ 7 Ways to Communicate Value in Ongoing Relationships

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Moving Clients Up the Value Pyramid

Advisors today know that clients are looking for much more than just portfolio performance—it’s about a personal experience that helps them meet their goals in life. Here is a structured way to think about the hierarchy of client financial and emotional needs, and ideas on how to meet those needs so that they stay with you.

The Trouble With Selling Hand-Holding as a Value Proposition

Studies show that hand-holding can save clients up to 1.5% a year. Yet behavior mangement may not be an effective value proposition for attracting clients because it awkwardly forces prospects to admit their own investing mistakes.

Defending Your Value and Fees in Unpredictable Markets

The current volatile market—exacerbated by negative press and robo-advisors—can cause clients to wonder why they pay you. Reinforce your value with a reasonably priced investment process that addresses tough fee questions from clients.

What Is Your Simple, Repeatable Statement of Value?

Horsesmouth Essential: The majority of advisors report that people want to talk with them less after they say what they do! Clearly, most could benefit from working on their answer to this most common of questions. This method makes it easy.