How to talk to clients who don’t want an advisor? Show them the value you can add!

A recent article on www.conseiller.ca explores this topic and offers valuable insights on how to earn the trust of potential clients who believe that an advisor’s services are unnecessary and costly.

The author recommends focusing on how advisors and online platforms can work together. There’s no “right” or “wrong” way. Instead of trying to steer clients away from online platforms, the goal is to take an approach that shows clients how working with an advisor can complement their strategy and add real value—on both a personal and financial level.

Here are two noteworthy quotes from the article:

“A client with no financial planning needs simply doesn’t exist. Their needs may not align with the traditional financial services models of the past fifty years, or with those promoted by some managing general agents, but they are very real.”

“Being genuinely curious and showing real interest often helps a potential client see the value of an advisor’s services for themselves through their own answers to questions.

An approach based on curiosity, guidance and listening tends to be more effective than a purely sales-driven pitch. That’s a win-win for both the client and the advisor.”

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