HOW FINANCIAL ADVISORS CAN IMPROVE CLIENT CONVERSATIONS

Transitioning your sales culture to create greater transparency is no longer an option.
By Donna Horrigan
While the Department of Labor’s (DOL) Fiduciary Rule is at best on life support, financial services organizations can’t ignore that the tides have shifted. Whether the expectations for greater transparency are coming from external regulations or their client base, even the most experienced advisors are now feeling the pressure of a rapidly changing financial services market.
The question is, do your advisors have the skill set and mindset they need to be successful going forward?
Regardless of what plays out in the courts, transitioning your sales culture to create greater transparency is no longer an option. It’s what your clients expect—from your organization and from the advisors who are working with them. Regulations mandating change are almost beside the point. As the 2019 Edelman Trust Barometer reveals, people want businesses to take the lead on key issues rather than waiting for