Advisers should be rewarded for their expertise, not sales skills
We had a conversation recently with a financial adviser who recounted how he'd spent several hours with a client who had just inherited significant funds from a close relative. The client was wrestling with how to adjust to this steep change in his personal wealth, while deciding how to reengineer his overall financial plan under these new circumstances.
The adviser spent a considerable amount of time delving into the details of his client's changed situation, including modifications in his family's needs, new emotional priorities and significant questions his inheritance raised about his own estate planning.
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