The Struggling Advisor – That Is Really Pushing

Let’s look at the values scores of a financial advisor that is really pushing, they are successful but they don’t feel like they’re fulfilled even though they are more successful than 90% of advisors.

• #1 – Utilitarian = 70
• #2 – Theoretical = 60
• #3 – Individualistic = 44
• #4 – Social = 38
• #5 – Traditional = 25
• #6 – Aesthetics = 15

The too high Utilitarian value drives the financial advisor to seek out higher net worth clients and for a time the financial advisor is successful but it is unsustainable. As years go by, the harder they push, the faster clients and prospects seem to run away and even if they close the sale, underwriting is taking forever.

While the Utilitarian value of capitalism, money, return on investment and time are driving this advisor, the Utilitarian value is too high, and when a value gets too high it changes from a value to an unmet need.

This is where The Values Discovery Process comes in.