The Evolving Value of Advice: what clients look for when they hire a financial adviser

Many advisers who are looking to grow their business seek to attract prospective clients by highlighting their ability to be a one-stop shop for all their clients’ financial needs. However, our research on why people hired their adviser found people more often hired their adviser for emotional, not financial, reasons such as looking for someone who can help them feel more confident in their decisions. Based on our research, we provide advisers with a process for sharpening their value proposition to better resonate with what people are looking for when they hire a financial adviser.