Michael F. Sciortino, Sr. Executive Vice President, Managing Director, Head of Distribution, CMG
Imagine that you are not a financial advisor and you have no clients. Imagine you’re someone with a different job or occupation, with a different perspective on money. You focus only on rate of return, rather the reality of meeting financial goals and helping your clients find financial satisfaction.
Stop right here! The dream is over.
You’re a financial advisor with the awesome ability to positively influence your client’s lives and help them achieve their goals.
With the volatility we’ve experienced in the world markets in the last few years, many clients are beginning to ask, ” Is what I’m doing going to work tomorrow?”
Well, the world is certainly changing and flexibility becomes increasingly important to your client’s future success. This is where your client needs you more than ever before. The magic comes in the relationship that you can nurture with your clients simply by listening to what they want and need, then underpromising and overperforming.
That brings me to the 2 reasons clients need you as their trusted advisor.
1) They have a problem and don’t know how to fix it.
2) They have a problem and don’t know how to identify it.
So, what can you do for them now? Your ability to serve them hinges on two critical points. 
- One, the measure of trust you have created in your relationship.
- Two, your ability to recommend investments that assist them in managing risk.
Again I ask, what can you do for your clients today to help make their lives better? How do you utilize a system to break down the most complex into a series of simple solutions for your clients? Let’s face it, people today more than ever need a blueprint for their lives.
So take them forward 5, 10, 20 even 30 years – what makes them feel the happiest and fulfilled? The secret is to listen very carefully to their answers. This will give you the information you need to initiate, tweak or adjust their plans for accomplishment, and to set realistic expectations.
Your clients simply need you to paint the picture or share the vision that what they want and need is achievable. As Super Bowl winning coach Tony Dungy said, “You have the ability to paint a picture of what your life is going to look like. Your perspective today has a lot to do with what happens tomorrow.”
The perspective you share with your clients is invaluable. Work constantly to make your client’s tomorrow bright!
Mike Sciortino has more than 30 years experience in the investment management business. Mike speaks at Conferences and writes often about how advisors can differentiate themselves, grow their practice, and improve their lives through time-tested processes. See all of Mike’s stories for CMG Advisor Central. Connect with Mike on LinkedIn.
