As an advisor, you provide the catalyst to get clients moving forward with their financial health. Without you, they get stuck in a rut and can go years without making progress or decisions. Often paralized about what to do, they can be confused by an overload of information. So how do you increase the importance of finances in someone’s life? By discussing even simple financial issues, clients get better at managing their money—plus they gain trust that you can help them solve their bigger money matters.
On this episode of Elementality, Reese Harper and Matt Glazer discuss financial salience. It’s the idea that the more finances are put in front of a client, the more they will think about their finances, which results in greater long-term rewards than you might expect.
The Role of Personal Financial Salience