Is your value proposition based on FACT - or fiction?

One of my most profound realisations as a financial planner didn't emerge from me crunching numbers or analysing markets.

It came from sharing with clients a simple, unarguable truth: Life is NOT a rehearsal - and reminding them - on a regular basis - that the older we get, the faster it seems to go by.

This is a FACT.

I realised that no client can argue with this.

This realisation prompted me to pivot my approach - to build a proposition rooted in FACT rather than fiction. This enabled me to bring a real sense of urgency to the financial planning conversation.

My focus was firmly on: 'What needs to happen for you to GET and KEEP the life you want?'

I called this telling people the 'Truth About Money'.

But here's where it gets interesting - this approach isn't just a philosophy; it's a practical method to stand out from the crowd in what is still an untrusted industry.

In the financial industry, through no fault of their own, it’s common for advisers to get lost in the details - debating over portfolios, dissecting technical minutiae, or arguing about which fund or investment approach is superior.

Egged on by the industry, advisers get lost in the ‘money-go-round’.

They base their proposition not on FACT, but fiction.

This is exhausting. Clients can argue with it - and they often do.

It doesn’t build trust. Nor does it change lives.

Sadly, some advisers don’t even realise they are basing their service on nothing more than… an illusion!

But here’s the opportunity for those that can see it.

There’s one fact that stands unchallenged: time IS slipping away. And, you’ve got to admit, it really does seem to go by faster the older we get. (If you haven't noticed this yet, you will!)

By genuinely focusing on this FACT, and on your client's LIFE, not just their wealth, we bring something unique to the table.

The question then becomes, how do you demonstrate that you're genuinely invested in the big picture of your clients' lives - without stepping into the territory of a therapist or counsellor?

Well, that’s one of the reasons why we’ve created ScoreMy... helping GREAT financial planners get incredible results

It’s a tool to help you demonstrate that you are truly interested in the big picture - but without getting too touchy feely!

ScoreMy does more than just add value to your service; it redefines value itself.

This is more important now than ever before.

In a world where financial advice is becoming increasingly commoditised, focusing more on your clients life creates a distinction. It sets you apart because you're not just managing assets; you're helping clients to get what they want most - a better life.

By adopting this approach, you're positioning yourself as an adviser who sees way beyond the balance sheet. You become a trusted partner in your client's life, not just their finances.

And let's be clear...

This isn't about abandoning financial expertise!

Far from it!

It's about complementing it with a broader, more holistic view of what clients truly need and want from their lives.

If we do this well, financial planning becomes more rewarding – for both the adviser and the client - and ultimately, for the profession.

How about we start a conversation about this deeper, more meaningful approach to financial planning?

What about you?

How do you ensure your service focuses on the client's life as much as their finances?

What challenges have you had in changing the conversation?

Has the ‘industry’ helped - or hindered?

What can you teach others who are tired of the 'illusion’ and who know, deep down, they need to change their approach?

Is this an area where you need help?

Please share your thoughts and experiences in the comments below.

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If you would like to find out more about ScoreMy... helping GREAT financial planners get incredible results and how it can help you demonstrate more value by keeping the focus on what matters most, please go here.