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Avoid Commoditization: Become a Risk Manager: While most investors want help analyzing and managing risk, most advisors still compete on price and returns.
- Article from:
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On Wall Street
- Article date:
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July 1, 2008
- Author:
- Sharry, Jack
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Copyright informationCOPYRIGHT 2008 SourceMedia, Inc. This material is published under license from the publisher through the Gale Group, Farmington Hills, Michigan. All inquiries regarding rights should be directed to the Gale Group. (Hide copyright information)
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You may have noticed that many of your clients have worried looks on their faces. They may be missing that bounce in their step. Of course that shouldn't be surprising, given the subprime-mortgage problems and the fact that the price of oil is climbing higher with each passing day. If the financial headlines reflect reality, your clients may have good reason to worry.
In this environment, advisors who insist on marketing themselves in terms of higher returns and lower fees are fighting a losing battle. A better approach would be to offer more help with the risk-management aspects of wealth creation and preservation. Alert advisors will identify the opportunities ...