Not too long ago an adviser posed me an interesting challenge.
“All this pricing work you do”, she said plainly, “Be honest. It’s just about coaching us to charge as much as we can get away with, isn’t it?”
Great question, and absolutely not.
Trust is a word that is frequently associated with financial advice, and unfortunately it’s often for the absence of it.
When a consumer decides that they will seek advice, the most important factor to them when choosing their adviser, by a margin of more than two to one, is trust. And yet when we consider the reality of trust – away from the rhetoric and the assumptions that are bandied around freely by all who have an opinion on the advice profession, it can be a difficult position to establish, and to maintain.