Alleviating fear in new, potential and existing clients is a continual process. Consistency is key to building strong relationships. But inevitably, even with clients who have been with an advisor for an extended period, there are certain things that will almost certainly cause fear.
Advisors who get lost in technical details like alpha and standard deviation will almost always scare clients, many seasoned advisors say. Additionally, most seasoned advisors say to avoid industry jargon if at all possible. Advisors should concentrate on client problems and client aspirations, not a hard-sell on the advisor and the firm.
For more on this important research, please see our new article tomorrow.