The Competency Trap

The author of the article is a veteran of the industry and who has interviewed and met with hundreds of advisors over the years.  His point: advisors will try to sell clients on their competency when what they should be offering is warmth and listening skills. You can project both- the article discusses how to do this as well as looks at the message of a book titled The Trust Mandate.

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Post source : Advisor Perspectives

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