In this episode, host Belle Osvath, CFP®, interviews Tim Maurer, CFP®, Registered Life Planner and Chief Advisory Officer at Signature FD. Tim shares his expertise on the often-dreaded topic of sales in financial planning, offering insight into how financial professionals can approach business development in a way that aligns with their fiduciary responsibility.

Tim discusses how the sales process can feel at odds with the advisory profession's core values and the challenge of reconciling the two. He also delves into his work with advisors to help them integrate business development into their professional and personal identity. Tim introduces the idea of using generosity and relationship-building to enhance sales, emphasizing that true fiduciaries can build successful practices without sacrificing their values.

Additionally, Tim talks about the skills necessary to "win the work" and highlights an innovative approach to relationship management, focusing on genuine connections rather than traditional sales techniques. If you've ever felt conflicted about business development in your advisory role, this episode will provide valuable perspectives and actionable insights.

You can connect with Tim on LinkedIn or visit his website at TimMaurer.com for more.

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The Smarter Planner podcast is produced by the Financial Planning Association National Capital Area Chapter (FPA NCA) for educational purposes. Belle Osvath and FPA NCA do not endorse specific individuals or services discussed in this podcast.