Communicate your value to clients

The challenge: Clients need to recognize your value

Are my service providers worth it? Many people ask themselves that question. It’s especially important for financial professionals to ensure clients know their value and that they’re worth it. Think of three Ds: defend, define, and deliver.

Invesco Global Consulting turned to word specialist, Maslansky + Partners, to study what investors think. What do they value and how should their financial professionals respond? Do they want low-cost or high-value? A financial plan or financial planning? Discretionary accounts or financial professional-managed accounts? We learned there are three key things clients want from a financial professional:

• Be smart with my money
• Help me with more than my money
• Show me my progress

Our solution: Demonstrate that you’re worth it.

Our business-building program, Priceless, the language of value, will teach you how to show that  you’re smart with their money, that you can help them with more than money, and how you can communicate their progress toward their financial goals at review meetings. Three key strategies:

1. Have a smart statement
   Use a 30-second smart statement on costs and your value to show you’re smart with their money.
2. Make the most of client reviews
   Prioritize client reviews with a pre-meeting checklist, agenda, and client-centered opener.
3. Words to use — and lose
   Communicate with words that resonate with your clients. It’s not what you say, it’s what they hear.

Learn more

Read the Priceless program overview.