How Can Junior Advisors Establish Their Credibility On A Team?

Junior advisor can have a difficult time getting current clients and prospects to see them as an equal on the team. Youth and lack of experience can undermine their abilities. Here are some ideas you can incorporate into winning the confidence of clients and prospects.

  1. When you work for a big firm you can take advantage of all the resources on the team such as lending experts, financial planning experts and 401K experts. This should be communicated as a part of the value proposition of the team and as part of the service model you articulate to the client.
  2. You have to be held in the highest esteem as a partner on that team. Even though you may be junior in seniority on the team everyone needs to perceive you as a real partner. Your team brochure should figure you equally with the other team members listing your skill set and capabilities.
  3. When a client is handed off to you take a leadership role. A personal introduction is best.  Make sure you have created a folder for yourself and the client and have reviewed the information so you can talk in depth about their situation.
  4. If they ask about the senior partners respond, “Yes, we work as a team but we break some of the functionality out. They thought it best that I take some of the lead on some of the relationships given the expertise that I bring to the table. We are going to be providing a new service model where each of us only works with a maximum of 100 relationships. we do that so we can give you 12 contacts per year, 4 quarterly reviews with 2 of those being in-person,  a financial plan and a response to problems with a 24 hour resolution. That is what we want to provide you. There may be agenda items that you have an interest in, a need or concern and I have taken the liberty of reviewing your financial plan and have identified some of the things that we still need to take care of. “
  5. At every meeting try to draw the client out by asking thought provoking questions. For example, “Mr. Jones, I see here you are going to retire in 5 years. What are the three most important things you want to accomplish between now and then?” This will help build your bank of trust with the client and establish a rapport.
  6. Always follow up with a letter when you start interfacing with the client. This executive summary will show your professionalism.
  7. Send a reminder notice of your upcoming meeting with the agenda attached. Communicating with the client before the meeting and after the meeting as well as having a folder shows your professionalism

Our coaching staff is here to help you with implementing the Supernova Standard into your practice and work with your teams to develop a business plan to grow your practice.

 

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