Knowledge and Insight > Manage Your Practice

Building the Business Your Clients Desire

Barron's Advisor Center, March 2017

Summary: Apple and Google, the world’s most valuable brands, attained their status by delivering products and services that their clients desire, rather than what they need. Prior to Apple’s launch of the iPod, for instance, the average consumer only dreamed of carrying his entire music library in his pocket. But now, we take for granted the ability to play virtually any song ever recorded on demand.

Clients want an advisor who will approach their financial planning challenges from a client-centric rather than a sales-oriented and product-centric mindset. They expect broad and sophisticated solutions—ones that reach beyond investing and portfolio construction into coordinated trust and estate, intergenerational wealth transfer, insurance and other services. Such a suite of services is best delivered by a team of integrated specialists.”