Value Connectivity
Far too many advisors spend a prolonged period of time expounding upon the virtues of a product’s performance when they really should be spending that time building up the client relationship. --Lou Cassara
Financial advisors need to see the value, first and foremost, in their connectivity with a client. Lou Cassara says he’s seen far too many advisors spend a prolonged period of time expounding upon the virtues of a product’s performance when they really should be spending that time building up the client relationship. He stresses this last point is even more important during a dour market environment than an up one. Clients who don’t feel the value in their relationship to their financial advisor are much more likely to hop somewhere else during a down market, he advises. So now’s the time to talk about that value.
-Lou Cassara, CEO of the Cassara Clinic, in Tips to Prevent a Dour Market from Affecting Client Relationships
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