Success as a Financial Advisor For Dummies

Chapter 18

Earning Clients and Making a Career for a Lifetime

IN THIS CHAPTER

Making yourself your client’s most valuable asset

Educating your clients, for their sake and yours

Letting your clients know what you bring to the table

Taking a humble approach

I use the word “earning” in the chapter’s title deliberately. Too often, I hear financial professionals talk about winning, closing, or selling clients in relation to client acquisition and building their business. Earning clients is what you should be doing, because it’s the sincerest of intentions. You don’t need to fake it to make it. In addition to being the best way to attract and retain clients, earning clients provides the satisfaction of having shared your knowledge and experience to help clients achieve their life goals.

When you’re earning new clients — earning the honor to serve the financial needs and goals of your clients — you soon discover that it’s a secure lifetime career. Like the family doctor and family lawyer, a family’s financial advisor plays an integral role in the family’s overall success and wellbeing, ...