What Advisory Clients Are Willing to Pay For. Hint: It’s Not Always Investment Management
Here’s how to spend less time justifying your value and more time guiding clients to toward their hopes, values and and dreams.
There’s a great story about a company with a broken-down piece of equipment. Unfortunately, the equipment was essential to the completion of a very important project, so they called in an expert to make the repair. The expert talked to the owner for a few minutes and found out what was going on; then he walked over to his toolbox and got out a hammer. The expert approached the equipment and very carefully tapped the machine a few times. “Okay, now try it,” he said. To everyone’s relief, the equipment resumed working and the job could proceed.