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The Client-Centric Advisor - Fact Or Fiction?

NOTE: Because I approach the financial industry from a psychological perspective, I get to see you and your practice in a totally different light. What ...

By Staff Writer | Updated on November 01, 2004

NOTE: Because I approach the financial industry from a psychological perspective, I get to see you and your practice in a totally different light. What I see is that very few advisory practices are client-centric. This article gives you a simple test and a logical solution.

“I am client-centric”

I’ve been consulting and coaching in this industry for about twenty years. In that time, only one person has ever told me that he didn’t care about his clients. Rather, the overwhelming believe is that all advisors believe they are client-centric. The slippery word is “believe.”

Ask yourself, are you really client-centric? Do you focus on your clients? Of course you do, and you’re probably right. What a stupid question, Michael; where are you going with this? I have to ask, what is the purpose of your focus? Some advisors focus on their clients to make sales. Others focus on their clients to be of service – even it means not making a sale. So, which focus is you?

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