Survey: Advisors’ and clients’ priorities often differ

Posted on: Thursday, June 16, 2011

When agents consult with insurance leads about preparing for their future, it's imperative that they both be operating on the same wavelength. But a new survey indicates advisors and their clients often have different ideas as to what financial planning aspects take precedence.

According to the Financial Professional Outlook survey conducted by Russell Investments, government policy, the fluctuating stock market and current events were topics clients typically gravitated toward in discussions with financial advisors. But advisors preferred to talk about the client's investments, what tax liabilities they had and estate preparations.

Kristin Gibson, director of strategic distribution partnerships, said it can be hard for advisors to keep their clients focused on life aspects more relevant to their welfare.

"The latest survey results underscore that the advisor has a critical role to play when it comes to helping clients focus and avoid becoming distracted by short-term market moves and big news stories," said Gibson.

Setting both short-term and long-term goals early on in the process of advising with a client may help agents keep their insurance leads on topic.

Posted In: Insurance News, Sales Techniques

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