3. I can and will keep my word to you.
There are so many outstanding people sitting in the seats of financial advice today. There are a much smaller number looking to exploit clients for their own gain. The well-publicized sins of the few practitioners will continue to grieve the honest and righteous, but these stories also provide a necessary contrast to the public. When they read and hear these stories, they conduct a quick comparison of their experience with you and the accounts they are hearing. They will instantly recognize the difference between advice tainted with vice—and that which is designed to help clients improve their lives.
Mitch Anthony is the author of the industry best seller StorySelling for Financial Advisors and the groundbreaking The New Retirementality (now in its fourth edition). A highly sought-after speaker, Mitch is widely regarded as a thought leader and pioneer in Financial Life Planning.