Your Qualifications Don't Matter

FINANCIAL PLANNERS – no matter how many congratulatory LinkedIn posts you get from your peers, your qualifications don’t really matter.

It hurts, but in the words of Bruce Hornsby, that’s just the way it is.

No matter how much effort, blood, sweat, and tears we’ve put in…

• Early mornings and late-night study
• Juggling work, family, and your books
• ???? Revision workshops & exam expenses

It doesn’t really matter to those that you want it to most.

You see, your qualifications matter to:

• You
• Your colleagues
• The regulator

But not to your client!

You might think they do.

You might want them to.

But they don’t.

I’ve been qualified for over 20 years and, in that time, have met with thousands of new clients, and I’ve often been asked…

• If I’m independent?
• Am I local?
• Do I charge for initial consultations?

But not once has a client asked what my qualifications are.

Not once.

Which is to be expected really.

When you go to your GP, do you ask them what their qualifications are?

No.

When you send your tax return off to your accountant, do you ask what their qualifications are?

No.

WHY?

For the same reason that your clients don’t ask about yours.

Because they just assume that you are qualified. It’s the lowest basic bar of your being in existence in that profession.

So telling your clients all about your qualifications is like water telling you it’s wet.

What your client is really looking for is faith, decency, connection, community, and most of all – trust.

And there ain’t no certificate for that.

You’ve got to earn it, and the best place to start is by listening.

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