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
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