What does a client value? There’s a gap between the advisors’ perception of what the client values and what the client actually values, and this provides an opportunity for discussion. According to a study by Vanguard, 72% of the perceived value of an advisor is identified as these three things:

1. Trust

2. Personal Connection

3. Proactive Outreach

These are based on the “relationship” with an advisor. On this episode, Matt looks at the relationship between advisors and clients, how this relationship has evolved, and what we can do to bridge the gap of perceived value.