Kitces and Carl - Real Talk for Real Financial Advisors Getting Training As (Or For) An Associate Advisor To Talk More In Client Meetings: Kitces & Carl Ep 116
Jul 13, 2023
Conversation about helping newer advisors speak up in client meetings and overcome anxiety. Tips on using practice as exposure therapy and framing credentials to build confidence. Discussion of matching junior advisors to appropriate client work and admitting knowledge gaps with scripted phrasing. Exploration of alternative in-firm roles for those less energized by client-facing work.
AI Snips
Chapters
Transcript
Episode notes
Credentials Built Early Confidence
- Michael Kitces shared that he built confidence by earning additional credentials early in his career.
- He added letters after his name for years until he felt competent enough to stop relying on them.
Match Expertise To Client Complexity
- Match new advisors to clients who are slightly below their expertise to build confidence and avoid getting overwhelmed.
- Use a scripted 'I don't know but I know where to find out' response when you encounter gaps in knowledge.
Use A Confident 'I Don't Know' Script
- When you don't know an answer, say it plainly and follow with a clear plan to get the answer within a set timeframe.
- Deliver that message with confidence so clients respect the honesty and follow-up.