Why Your Clients Hate It When You Use “Advisor Speak.”
- Clariata
- Jul 31, 2024
- 3 min read
Updated: Feb 14
“I really hate it when my advisor launches into ‘advisor-speak!”
This wasn’t the first time this frustration had been shared but it was the first time I heard it shared so perfectly.
What is it about ‘advisor-speak’ that’s so off-putting and damaging?
1) It makes your clients feel dumb and no one likes to feel dumb.
Most clients want to know what’s going on with their money. They want to understand what’s happening and why. When we launch into ‘expert mode,’ we not only leave them behind, we make it clear how much they don’t know. We become like the teacher on the other end of the phone saying “wah-wah-wah–wha-wha-wha-wah” to Charlie Brown.
Instead, we need to invite them into the conversation by connecting what’s happening with their money and resources to their goals and desired results. And this can be challenging to do – especially as assets grow or as more complex strategies are needed.
Clariata eliminates the need for advisor speak because you will always be interacting with your client based on what’s important to them. They will see their goals and dreams mapped out on their personalized DreamScene™ and how their resources and decisions are moving those important items forward.
2) It creates an us versus them environment.
When you start showcasing your differences versus connecting with your clients around what you have in common, you create a dynamic you may not want. Specifically, an us (financial advisors) versus them (clients) mentality.
This might not seem like a big deal and maybe it isn’t – on the surface. On the inside, however, it undermines trust and that’s a relationship killer. Trust is the most important thing – an absolute must-have.
If your clients are struggling to figure out what you’re telling them and where you’re trying to take them, they will not feel like your recommendations are sound and resist or decline.
Clariata’s proven tools and methods help you establish an almost unbreakable level of trust between you and your clients because it helps you see them, hear them, and understand them.
These elements are the foundation of trust and with trust, driving action naturally follows.
3) It makes you unapproachable – the exact opposite of what you want to be.
If your clients don’t feel like they can get a straight, reliable, and understandable answer from you, they won’t bother asking you. And, while you don’t want them coming to you for every little thing, you definitely want them to feel like they can call you about almost anything.
You want to be seen as a valuable resource and trusted partner, not another ‘annoying’ thing they have to deal with.
Clariata’s approaches help you deliver the right information and make the right kinds of connections so you never have to worry about being the person they don’t want to talk to or interact with.
In fact, Clariata is so effective at this, 100% of non-financial spouses report they felt involved, engaged, and excited in their regular planning meetings for the first time ever thanks to Clariata. Many of these same spouses who usually unwillingly attend and sit in silence will ‘take over’ the meeting and do a majority of the talking when first introduced to the Clariata way.
If you’re struggling to break free from advisor-speak and truly connect with your clients, Clariata has everything you need to make this happen almost instantly. It seamlessly weaves into your regular meetings and interactions – making them more effective and engaging than ever before.
Want to know more about how Clariata can help you better engage with your clients?
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