Michael F. Sciortino, Sr.
Executive Vice President, Managing Director, Head of Distribution
CMG
How would you like to be the one who shows your client the path to realizing their goals? What would that path look like? Like Dorothy in the Wizard of Oz was shown the path, ” Follow the yellowbrick road”, what clients are constantly telling their advisors is, “show me the path to achieve my goals.” Show me “how to” successfully move from where I am today to where I want to be down the road. Every financial goal your clients will ultimately achieve depends on the day to day small steps they take under your guidance. Clients simply want relief from worry. They are desperately seeking a clear, disciplined and decisive plan of action.
Our biggest challenge as advisors is to help clients examine their dreams and goals carefully to find the right path suitable for them. Think about it. Isn’t your role awesome. Every single day your client has 24 hours to move forward along their path toward achieving their dreams and goals. It is simply up to you to help them make a little progress each day. What an opportunity!
Now while we do live in a world of endless possibilities, often times our client’s path passes through adversity, volatility, obstacles and disappointment. The good news is that you learn alot along the way that you can share with your clients for their benefit. As they move further along their path, your role as the advisor is to step back and objectively access their progress. When necessary, adjustments can be made.
After you’ve crafted the vision and laid out their path, the vital ingredient for continued successful implementation is good, honest, open communication in good markets and in bad. It boils down to 3 things all clients want:
- To know how you will serve them
- To know what to expect from you
- To know how you will communicate with them
As we all know, every life has it’s own path with it’s own particular twists and turns. Behind them are the challenges they’ve met. Before them lies the new possibilities. I can’t think of a more honorable ambition than to realize your own success by helping others achieve their dreams. – Mike Sciortino
