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The Struggling Advisor – Providing A-level Service To C-level Clients …

Simon Reilly

Let’s look at the values scores of an advisor that is struggling:

  • #1 – Social = 57
  • #2 – Utilitarian = 50
  • #3 – Individualistic = 50
  • #4 – Aesthetic = 42
  • #5 – Traditional = 30
  • #6 – Theoretical = 23

You can see that while this financial advisor has a strong Utilitarian and Individualistic value, their all-too-strong Social value is dominating their profitability and leadership contributing to the following challenges:

  • Weak boundaries
  • An absence of client segmentation
  • Providing A-level service to C-level clients
  • Not asking for referrals
  • Time management problems because they’re always putting their clients first
  • Feeling like they can’t seem to please some clients
  • Investing time with prospects, even going as far as creating a financial plan for a prospect without asking for the client’s commitment

Click here to find out more about The Values Discovery Process

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