Why you don't control more of your client's wealth.
If your clients trust you with some of their assets, why is it that you don’t have control over all of their assets?
Why do your most treasured clients only delegate a slice of their investable assets under your control?
As Advisors we work tirelessly to earn the trust of our clients, yet its estimated that most high net-worth investors only entrust about one-third of wealth with each of their Financial Advisors. On the other hand, those with lessor wealth, the mass affluent - are likely to place two thirds of their wealth with their Financial Advisor.
Hence the burning question - if your clients trust you with some of their assets, why is it that you don’t have control over all of their assets?
Perhaps its comes down to trust and loyalty, i.e. how we earn our position as a trusted Advisor, enough for our clients to become loyal.
While it may seem counterintuitive, most Advisors stop trying to earn trust after they’ve landed the client. What’s worst, many Advisors fail to show empathy during periods of distress or major life transitions - loss of spouse, divorce, career changes, business challenges e…