In this industry of providing financial advice, I define success as not only building a profitable practice, but also truly serving our clients, employees and community through the work we do. If I could identify the number one trait of a successful financial advisor for both today and tomorrow, it is the ability to truly understand your client.
However, oftentimes, there is a disconnect between us and how well we understand our clients. An April 2012 Charles Schwab study focused on this very issue, examining the views of both high-net-worth (HNW, meaning over $1 million in investable assets) investors and their advisors. In my view, some of the key disconnects are as follows: