Presentation Scheduled for Tuesday, 12:40-1:35 pm
Pending CE Approval: 1 CIMA, .75 CLE Stnd
Approved CE: 1 CFP, 1 NASBA/CPE
NO CE: 1 MN insurance, 1 WI insurance
Advisors understand that strong client relationships fuel a thriving practice, but elite advisors continuously work to deepen and extend their relationships through strategies designed to convey their skill, reliability, dedication and integrity. Through ethical behavior you have the opportunity to build trust. Trust is the #1 sought after attribute in a financial advisor. There are four key components to building trust and ethical behavior.
- Credibility – fairly representing credentials and professional competencies; displaying moral character by sharing what clients need to hear not just want they want to hear.
- Consistency – All about delivering on commitments to clients. The spirit of doing business ethically needs to be embedded in the day to day business activities and the importance of training across the entire team and staff. It’s not all about you.
- Connections – By understanding clients’ goals and deepening the relationship, we can be more effective with the work we’re doing; greater trust and ethical behavior leads to more candid conversations.
- Intent – We talk about the benefits of full disclosure towards compensation as a powerful trust builder and an ethical best practice; for example, by sharing with our clients how we get paid; ie, misrepresentation of compensation is obviously unethical.
Ethics, trust and confidence play a vital role in an investor’s willingness to communicate his or her financial goals and fears with advisors. These qualities also greatly impact the level of commitment an individual will invest in a financial plan. Developing lasting bonds of trust with investors is crucial for effective advisor/client communication and helping clients achieve better investment outcomes. A large part of building trust is based on the advisors’ ethics and ethical behavior. Financial advisors with a purposeful client engagement strategy often have the most mutually beneficial relationships.