The best part of my role as an adviser is without doubt the time I get to spend chatting to my clients about their lives. Often there is no direct link to money or finances it’s simply about swapping stories or hearing about children, grandchildren and travel plans.
On occasion however these informal discussions take the direction of addressing a latent concern that clients may originally harbor from their advisers. Often they are seeking assistance without actually voicing that requirement.
Take the other day, I was conducting an annual review with a lovely retired couple who like many live life for their family. We got chatting and one thing led to another and suddenly we were discussing a significant piece of financial assistance to their son. This lovely and genuine couple were about to make a big mistake simply because they love their children.
What a paradox, they simply could not afford the generosity that their hearts desire.
This story, fortunately has a happy ending. Like most things in life there is usually more than one way to skin a cat. I was able to design a strategy that enabled the son to achieve the outcome he needed, Mum and Dad feel that they have assisted their son and I’m also pleased because I had been able to protect my clients retirement funding.
The experience I have outlined is a demonstration of where the monetary value of good advice can on occasion easily surpass the financial return provided by investments.
The large financial institutions in Australia have driven an industry based on product and financial advisers have been their distributors.
Given this it’s really no wonder that consumers see financial advisers as purveyors of financial product.
Best of breed advisers have evolved way beyond the product piece, they can serve as a useful and objective counsellor in complex family issues, the result of which can lead to positive financial outcomes but more importantly impact the well-being of the family unit.
• Is your adviser product focussed?
• Does your adviser demonstrate assistance beyond investment advice?
• Do you recognise that superior financial outcomes go well beyond what assets you own?
• The best advisers give advice, they do not simply sell product.
If you have any similar examples please feel free to leave a comment I would like to hear about them.