While trust is important to every professional relationship, in the troubled world of financial advice it’s never mattered more. It really doesn’t matter how well a portfolio performs, if your client doubts your sincerity or questions your true intentions the relationship is doomed.
In June I was asked by On Wall Street how to regain lost trust and why trust is such an important element for financial advisors. Talking with journalist Peggy Kendler, I gave my answers to a variety of thought-provoking questions, like:
- What happens if a client’s trust in an advisor is shattered by an oversight or error, or it erodes over time?
- Is it possible for a financial advisor to regain a client’s trust?
- What steps should the financial advisor take to regain a client’s confidence?
Spoiler alert:
It is absolutely possible to regain lost trust, as long as you’re willing to take a personal risk in the process.
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Andrea Howe
As the founder of The Get Real Project, I am the steward of our vision and our service offerings, as well as a workshop leader and keynote speaker.
Above all else, I am an entrepreneur on a mission: to kick conventional business wisdom to the curb and transform how people work together as a result. I am also the co-author, with Charles H. Green, of The Trusted Advisor Fieldbook (Wiley, 2012).
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