A Simpler Path to Advisory Growth
If you’ve been asking “Where do we even start?” here’s your answer.
By Eric Eager
10X Advisory
ADVISORY & CONSULTING
Clients Won’t Upgrade Unless They Understand
Are your higher-value advisory services clear to them?
By Hitendra Patil
You are more than a billable hour. Do you agree?
Upgrading your clients to higher-value advisory services can be an arduous task. It is challenging, but worthwhile!
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However, what do you do when your clients don’t understand why they should pay for your advice or, worse, why they need it? How can you convince them that it is worth paying for your advice?
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Which ‘Money Script’ Do Your Clients Follow?
Understand this relationship to better advise them.
By Rory Henry
The Holistic Guide to Wealth Management
Joy Lere Psy.D., licensed clinical psychologist and co-founder of Shaping Wealth, a learning platform transforming the human experience of money, told me on my podcast that she was amazed by how often money was the cause of her clients’ anxiety and unhappiness. Research confirms this phenomenon.
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According to the American Psychological Association (APA), money has consistently topped Americans’ list of stressors ever since the first Stress in America survey was conducted in 2007. According to the APA:
- 72 percent of adults report feeling stressed about money at least some of the time
- 22 percent reported feeling “extreme stress” about money at some point during the past month
- 26 percent of adults report feeling stressed about money most or all of the time
It shouldn’t be this way and this is where financial advisors can be a huge help.
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Make Clients Feel Seen, Heard and Helped
Use a three-lens model for CAS conversations.
By Hitendra Patil
Many client accounting services professionals are eager to offer “advisory,” but they sometimes struggle to make their conversations truly feel like advice. The tools are available, and the data is clean, yet something still feels a bit off.
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Why? Because most client interactions rely on reactive reporting, when they should be guided by proactive exploration, and that’s the problem. CAS is far more than just about what you say. It’s about how your insights meet your client’s world.
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Make Your Clients Look Forward to Meeting with You
Every interaction is an opportunity.
By Rory Henry
The Holistic Guide to Wealth Management
In tracing the trajectory of economic evolution, each phase represents a profound transformation, often driven by technological advancements. For instance, the Industrial Revolution transformed the U.S. from an agrarian economy to a manufacturing economy that created tangible assets (i.e., finished goods) out of raw materials. In recent decades, the U.S. went through a digital revolution, moving us from a manufacturing economy to a service-based economy that produces intangible assets.
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This shift was emblematic of a broader transition from making tangible goods to delivering intangible services. The service economy burgeoned, with a focus on delivering services, e.g., tax services, financial services and estate planning legal services.
Now, we are in the midst of another paradigm shift. Artificial intelligence (AI) is transforming us from a service economy to one based on providing the consumer with experiences and guiding them through life transformations. The AI era is not just about automating routine tasks, but fostering an environment in which we transcend traditional service delivery.
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