For many advisors, nowhere in their onboarding process does a new client need to convince the advisor that there is a good fit. It’s the advisor doing all the convincing and, in the process, their salesmanship is actually undermining the lifetime value of the relationship.
The advisor cannot be the only one who gets excited when a new relationship is formed. The client has to have a sense of accomplishment, too.
Excerpt from The Advisor Playbook: www.paretosystems.com/the-advisor-playbook