THE ROLE AND JOB OF THE FINANCIAL ADVISOR HAS EVOLVED DRAMATICALLY over the past thirty years. In 1980 the same job was given the title “account executive” and the job was a “sales” job. Today, these same men and women are called “financial advisors” and their primary job is educating and guiding each client to the fulfillment of their lifetime financial goals. The job is much more complex and is more akin to the relationship a patient has with his physician. In the best scenario, a financial advisor is an indispensable confidant who can have a profound influence and impact on the lives of her clients.
As both the affluence and sophistication of well-off clients have increased, so has their aversion to being “sold” ...