The Disconnect Between What Rich Clients Want vs. What Financial Advisors Say

By Sara Grillo via

I interviewed a random group of affluent investors about what they feel they need from a financial advisor, at the same time as surveying a random sample of financial advisors about what they feel their clients need from them.

Shockingly,  there was almost a total disconnect between what the two groups said. The results imply that most financial advisors have a long way to go before they are able to position themselves as attractive to affluent individuals. Read on to learn if you are classified as the “out” group — and if so, here’s what you should do.

What Financial Advisors Think Clients Want

I asked a random sampling of financial advisors the question, “What is the #1 thing that you believe that clients want from a financial advisor?” Here’s what they said.

  • To listen
  • Trust and confidence in their ability.
  • They want trust an advisor is ethical and trust an advisor is competent.
  • People want leadership and direction.  They need to be told what to do – not given five different options to work over…We need to make an unusual effort to get to know them, their family, their business, their history, marriage, fears, dreams, etc.

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