The services of most advisors look the same to prospective clients. To attract clients, advisors need to demonstrate how they are different in a way that is valuable to their target market – a niche. In addition, almost all clients would benefit from an advisor who has a deeper understanding of their particular situation and needs; to have the opportunity to work with a specialist in what is unique about them. This course teaches practitioners how to develop an understanding of the more detailed, subtle and nuanced needs beyond the basics and to strengthen their planning abilities for the group of clients they want to be better prepared to serve and create a communication strategy that projects that difference.
Describe when Practice Standards may require a deeper understanding of the client situation.
Determine what additional expertise is required to develop and deliver competent advice to a specialized population. (i.e. Assist clients in developing a deeper understanding about the unique aspects of their situation and be able to deliver counseling tailored to that client's unique requirements or persuade a client to engage in a deeper planning process than they may have been anticipating after talking to a generalist planner).