This week I had the honour of presenting at the Elder’s Conference in South Australia where I spoke on the importance of sharing your value proposition with prospects and clients. I truly believe we are very fortunate in the financial services industry. The value we provide our clients as a financial advisor, broker or agent is quite remarkable. There aren’t many professions that get to protect and look out for their clients like we do. We give them money when they need it most – illness, injury, the death of a loved one, property damage and on a more positive note, retirement. And that is only the beginning. Along the way you help them make smart financial decisions, design their financial future, navigate life’s key milestones and manage risk so even when things don’t go to plan, they have a plan for that too. It’s pretty incredible don’t you think? Yet I see and speak to many sales professionals that don’t communicate this value to their clients. What about you, do you tell or remind your clients know how valuable you are to them? Sometimes it can be a case of sheer humbleness, not wanting to appear arrogant, boastful or pushy to clients. While admirable, the truth of the matter is that if you don’t speak up, someone else will, and they will end up with your clients. Your clients need to know what you bring to their lives as a financial advisor, broker or agent. Perhaps it’s passion, knowledge, experience or understanding. Or maybe it is that you have seen bad things happen to good people and just don’t want it to happen to anyone else. Here are a few questions to ask yourself to get you thinking about the value you bring to people’s lives and get you started on the right foot for 2019: 1. What are your values, what do you stand for? 2. How has your life experiences shaped the way you provide financial advice? 3. What are the benefits of having you as an adviser, broker, agent or sales professional? 4. Why you, what do you do that no-one (or not many) advisors do? 5. How are you different to other advisers, brokers agents or sales professionals? 6. Why should a client come to you and not another advisor?