Michael F. Sciortino, Sr. Executive Vice President, Managing Director, Head of Distribution, CMG
The foundation of advisor excellence lies in the ability to solve problems. That begins with listening.
Financial advisors work in a very dynamic and ever changing business. Clients want their problems solved quickly and efficiently. Having a process in place to handle problems is essential. It will save you time and money and demonstrate your ability to solve problems in a deliberate and caring way.
Years ago, I worked with an advisor who always appeared overwhelmed by the day to day problems in his practice. These were distractions that were clouding his focus, frustrating his staff and keeping him from growing his business the way he wanted.
On one of my visits to his office, I explained that how you think about a problem is key to solving it. When you stop and think, all wealth has been created by solving problems with ideas and solutions that save people time and money and that make their life easier. As advisors, this is what you do. You listen to the problem first and then you prescribe a solution that makes your client feel better.