Seth has put a lot of effort into hiring people who really care about the human touch Mission Wealth provides clients. Together, Seth and his team have learned how to embrace emotional moments with clients, rather than try to power past them.
“I’ve seen plenty of meetings where the advisor will say, ‘Hey, Bob, take your time. Here’s a tissue. Let me know when you’re ready to get back into it,’” Seth said. “The client takes a few moments and then you say, ‘Okay. Great. Now, let’s get back to your mortgage.’” In reality, those are the moments when advisors can really add value that no technology can make obsolete.
Seth has grown a multibillion-dollar business by helping clients find that “need beneath the need,” but an advisory firm of any size can thrive using the same philosophy that’s driven Mission Wealth’s incredible success. Your clients need more than just numbers growing bigger, and arrows trending up. They need you to help them more closely align the way they use their money to live a better life.
Three Takeaways
1. As money management becomes a technology and cost-driven activity, the leading advisors are emphasizing the “life” conversation, and how their clients can use their money to live a better life.
2. You need to understand your client’s values and then use those values as the foundation of your Life-Centered Plan.
3. Being vulnerable and empathetic are two traits the successful advisors of the future must exhibit.
Steve Sanduski, CFP, is the co-creator of ROL Advisor, a discovery process technology system, a New York Times bestselling author, podcast host, international speaker and blogger at BelayAdvisor.com.