86%

Of clients say they feel more in control of their finances after receiving advice.

Rethinking the Adviser Role

Common wisdom among financial advisers is that their role is to guide clients away from poor decisions and help them avoid costly mistakes during market volatility.

But the research shows clients don’t want to feel protected, they are more motivated by feeling confident about their finances and in control of their financial future.

momentum lines
momentum lines
85% of advisers say helping clients stay disciplined during market volatility is an important aspect of a financial adviser. Compared to just 67% of advised clients.
70% of advisers strongly agree that avoiding costly mistakes during volatility is a financial benefit of advice. Compared to just 28% of advised clients.
89% of clients say they are more confident about their finances after receiving advice, ranking it the #1 financial benefit. Advisers ranked it #3.

Insights

Confidence in achieving long-term goals

 

What this means for you

Advisers may find it valuable to move the conversation beyond simply protecting clients from poor decisions, towards equipping them with the skills and confidence to make their own. Here are three approaches that could help clients feel more empowered and in control.

 

One

Reframe
your pitch

Your behavioural coaching will help them feel more in control of their finances. Shift from 'we'll protect you from making mistakes during market volatility' to 'we'll help turn emotional reactions into rational and controlled decisions'.

 

Two

Elevate emotional
benefits

Put peace of mind and empowerment at the centre of your value proposition. 'We don't just manage your portfolio, we reduce financial stress and give you the confidence you'll be on the right track'.

 

Three

Inspire confidence through education

Use every interaction to build your client's financial capability. When clients understand how decisions are made, they feel more engaged and confident in the path ahead.

 

From research to results

Book a meeting with your Regional Manager to get access to our exclusive Practical Value of an Adviser Guide, a step-by-step playbook to help you deliver more value to your clients across all the dimensions of advice.

Book a meeting with your Regional Manager
From research to results
 

What clients are saying

“[My Adviser] Keeps me informed of opportunities and warns of poor investments. I still control but he advises.”

— Advised client , Aged 77, WA

“A financial adviser is a must if one needs to be confident about having a secure financial future.”

— Advised client, QLD, aged 39

“Having a financial adviser has brought clarity and confidence to managing money. It’s helped reduce stress, planning for the future and make informed decisions for my family’s financial wellbeing.”

— Advised client, NSW, aged 42

 

Next up

Breaking through the barriers to advice.
What's holding clients back and how to win them over.

Now
live

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