Think of the last hot take you heard or read. Maybe it said that Buffalo should dump Josh Allen and start a rebuild. Maybe it said that soaking a hot dog in cereal is actually a healthy way to start your day. Maybe it said the United States needs to abandon the dollar and run strictly on gold. Whatever you felt reading these, it certainly wasn’t confidence.
Why do these takes all ring hollow? It’s because everyone can tell that they’re not real opinions. These hot takes are being recycled over and over again not because anyone really believes in them, but because they get clicks.
By contrast, financial advisors can build a solid, reliable client base by not chasing hot takes, and instead speaking (and acting) from the heart and the intellect. By speaking to your strengths and not masking your perspective, you create the trustworthy personality your clients love — and prospects appreciate.
Being Personal is Also Being Unique
Blog readers will already know the importance of a strong brand. Beyond a fresh new logo, though, is your reputation. No matter how big your practice is, you won’t meet your potential if clients don’t think you’re trustworthy. Having an upfront set of investing and planning principles shows that you don’t leave clients twisting in the wind or subject to drastic shifts in strategy.
You don’t need to go so far as make a slogan out of your personal investment philosophy. But having a philosophy is a good way to stand out in your area. Consider creating a process sheet to hand out during meetings, a concise summary of how you generally approach a client’s financial situation and craft an ideal portfolio.
Take a Stance
Your years in the financial services industry has given you the experience and knowledge to make decisions and read an investment situation. Highlight that! Explaining your lay of the land shows that you’ve done your homework and have developed a viewpoint on the marketplace.
Further still, show how you arrived at your plan for the future. How have your past experiences in the industry informed your process today? What’s happened in your personal life to commit you to this path forward? A firm stance rooted in your personal and professional principles goes a long way toward establishing your credibility.
…Without Being Obnoxious
Remember: there’s a significant difference between being interesting and being rude.
Follow your instincts, but don’t be confrontational or abrasive. Consider where others are coming from and integrate their experiences into your opinions. A willingness to learn is always an attractive quality.
No Need to Follow the Mainstream
The same experience which created your principles also gives you the ability to develop your own opinions. If some available options give you pause or don’t work for a client’s particular situation, don’t be afraid to say so frankly. If you have an idea or process that bucks the trend, talk about it! The subtle differences in your approach are a great topic to discuss with your client and can help alleviate their concerns about the state of the market.
…But Don’t Be Contrarian
This said, don’t just go against the trends for the sake of being different than everyone else. Have good and informed reasons behind the decisions you make. Knee-jerk reactions are the hallmark of a hot take — not the guidance of a financial professional.
In summary: trust your instincts, keep your knowledge sharp, and don’t be afraid of yourself. The best financial advisor is one that knows what they’re capable of — be that advisor.
