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Client relationships Client relationships

Strengthening the advisor-client connection Strengthening the advisor-client connection

Set the stage

Craft a value statement for your advisory practice

Effectively expressing how you provide value is essential to establishing a foundation of trust and transparency in your client relationships.

One of the best opportunities to articulate your value proposition is during the early stages of your client relationships. A value statement allows you to create a highly personalized description of your advisory practice, which you can use to enhance your early client communication efforts.

Set yourself apart with a compelling mission statement.

  • Explain the value you provide.
  • Describe the unique aspects of your practice.
  • Make it memorable and convincing.
  • Keep it short and to the point.
  • Keep it up to date.

Explain your advisory approach in terms your clients understand.

  • Define how you help clients succeed.
  • List the steps you use to provide advice.

Target your services to your clients' needs.

  • Set expectations for communication with clients.
  • Be specific when describing your review schedule and client call-back policy.
  • Stick to the agreements you make with clients.

Describe your approach to client communications.

  • Set expectations for communication with clients.
  • Be specific when describing your review schedule and client call-back policy.
  • Stick to the agreements you make with clients.

Discuss your advisory fees.

  • Describe your fees in simple terms.
  • Provide a clear explanation of the services you'll provide.
  • Consider giving general pricing during your first meeting and final pricing in a follow-up meeting.
  • Give clients the option to review your fee schedule either before or after your describe your services.

Provide biographies for yourself and key team members.

  • List professional experience, educational background and any industry certifications.
  • Provide brief personal descriptions of yourself and your team members.
  • Consider providing personal information about your family, hobbies and any community involvement.


Take action

Print these PDFs to get started on your value statement.

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