Blue Chip Journal - June 2019 edition
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solutions are well aligned to best practice in<br />
the financial adviser space.<br />
What are the skills that a financial<br />
adviser needs to put together a financial<br />
plan based on desired outcomes?<br />
The most important requirement is to effectively<br />
communicate what our solutions entail and what<br />
a client can expect. We truly believe the greatest<br />
value financial advisers can add is the time spent<br />
in front of their clients, understanding their needs<br />
and coaching them on the journey to success. We<br />
need to help financial advisers who support us to<br />
understand that. By using and understanding our<br />
solutions, we help them to free up their admin time<br />
to create the ability to deepen and enrich their<br />
client contact time.<br />
What skills do financial advisers need<br />
to be able to help clients stay the<br />
course to achieve their outcomes?<br />
Great financial advisers need to be truly driven<br />
by a passion to help their clients, a willingness<br />
to engage and be available. This needs to<br />
complement the real technical and product skills<br />
to create a holistic experience for clients.<br />
The statistics of financial advisers who are<br />
able to help clients remain invested are<br />
worryingly low. What can Momentum do to<br />
support financial advisers with this challenge?<br />
The best we can do is to empower financial advisers<br />
with information, support them in understanding<br />
our solutions and create opportunities for them<br />
to access and speak to us often. We are investing<br />
significantly to support financial advisers through<br />
boosting the knowledge base of our call centres,<br />
having more support staff available, reviewing our<br />
IT platforms and apps, and refreshing our fund<br />
fact sheets to convey information we believe is<br />
meaningful for clients and their financial advisers.<br />
To what extent do financial advisers<br />
themselves act emotionally<br />
when dealing with clients?<br />
We are all emotional creatures. Being and acting<br />
emotionally is natural. We need to guard against<br />
emotions that result in actions that can affect us<br />
negatively. To really make this change, we need to<br />
help foster trust in the system through a common<br />
understanding and set expectations that focus on<br />
what is realistic in the medium to longer term.<br />
www.bluechipjournal.co.za<br />
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