March is one of my favorite months of the year because of the celebration of St. Patrick’s Day. Let’s take a look at some of the St. Patrick’s Day traditions that are fun but have no place in an advisor’s business.
Everyone wants to look Irish (and avoid getting pinched) by wearing green.
No two people look the same or have the same circumstances. Many brokers disguised as advisors sell the same product to multiple people based on suitability requirements. But actual advisors get to know their clients first by doing proper client discovery and then custom tailoring a plan and solutions to meet each client’s individual needs.
Four-leaf clovers are hard to find — it’s estimated that there are 10,000 three-leaf clovers for every four-leaf clover.
No part of a client-advisor relationship should be based on finding something rare in order to celebrate or succeed. Many brokers disguised as advisors sell the allure that they have access to a guru, or worse yet, they pretend to be the guru that will deliver all the magic to make sure someone is successful. Actual advisors explain that their value proposition is in helping clients make smart planning decisions and in helping managing behavior.
The “Luck of the Irish!”
The word “luck” plays no role in whether someone has a successful investing experience. The stock market offers the potential for every investor with a globally diversified portfolio and a long-term perspective to achieve their goals. Brokers disguised as advisors typically do not have an investment philosophy that embraces a long-term perspective. Beating the market, minimizing downside and selling product “ABC” is not a philosophy. Actual advisors have a documented investment philosophy and it is usually based on empirical research.
I hope everyone gets into the spirit of being Irish for a day. But remember that your own value proposition shouldn’t change with the holiday, the season or what’s going on in the market.
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