Commentary: Jargon doesn't build clients' trust

01/21/2013 | Nerd's Eye View blog

Financial advisers who seek clients' trust with jargon-laden assurances that they're fiduciaries are likely to have the opposite effect on prospects, Michael Kitces writes. Kitces recommends Stephen Covey's "The Speed of Trust" for its outlining of four traits that build credibility, such as integrity and capabilities, the latter of which Kitces says underscores the need for financial advisers to develop a niche.

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