by Tony Vidler
Recently at a conference I listened with great interest to Matt Oechsli explaining a number of attributes that separate the elite advisers from average advisers which had been uncovered during his research projects. In no particular order of merit the following were notable differences.
Elite advisers understand their clients key expectations:
The Elite Advisers also focus on the financial factors that their clients care most about, which are:
The Elite Adviser Attributes:
Compare this to the attributes of the average adviser:
As the two types of adviser are compared it becomes obvious quite quickly that the difference between the elite and the average advisers largely begins within the advisers own mind. The attitude and approach they take to their clients would appear to be the primary point of separation to begin with. When combined with some sound commercial and management skill to build a great support team that plays to individuals strengths, the gap begins to widen between the elite and the rest. Add in constant communications and client service focused on the clients expectations and key issues and you have a winning business model.
It begs the question: If that is all it takes to build, why would you settle for average?
(Matt is well worth following for more great tips and research-based information on elite practices.)
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