The more experience you have, the less it becomes about taking whoever comes knocking, and the more you focus on advisor/investor compatibility, they say.
“Knowing yourself and who you can work with is the sign of a financial advisor with maturity,” says Bev Moir, investment advisor and financial advisor with ScotiaMcLeod in Toronto. “I’m well-trained, with good experience and a good track record, so I know I can be successful. I’m more interested in working with the clients that have more planning needs and are dealing with life issues.”
Regardless of the acronyms that trail your name, if you don’t click with a client from the get go, your knowledge and expertise won’t be enough to build the trust and confidence essential to form lasting relationships and a prosperous client base.
“You can talk about your goals and how they match up with theirs, but if a client is not open to listening to your advice, they are just going to walk away,” says Cory Papineau, senior financial advisor at Assiniboine Credit Union in Winnipeg.“If they see the value, they’ll stay.” (continued on Page 2.)