Four reasons why engaging with clients on what’s happening today in their markets is more valuable than selling the future!
1. Pioneers are Rare
Not many clients like to venture into unchartered waters, and there is very rarely a first mover advantage from what most of us are selling!
2. Industry Standards Carry Weight
Everyone likes to compare themselves against their peers, if only to keep one step ahead!
3. Incremental Progress Sells
Most clients have exposure to best practice. However, it’s much easier to sell the end game in bite size chunks!
4. Replication is Profitable
The successful advisor seeks opportunities to leverage off the work delivered to one client to benefit another. Not everything has to be bespoke!