054: How to increase the value of your financial advisory services by educating your clients


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Growing Your Financial Advisory Practice | Insights for Financial Advisors, Planners and Investment Managers


When it comes to the question of how open to be with clients, at what point of the spectrum do you fall? Do you teach them enough that they feel invested in the plans that you build? Do you bore them to tears with lectures about the industry that have nothing to do with them? Today’s guest has found the balance between transparency and relevance, and he’s here to show you how you can increase the value of your service for your clients. Sasha Djurdjevic, CIM, FMA, DMS, is a portfolio manager serving global private and institutional clients at his firm, River Wealth. He has extensive capital markets experience and has held senior investment roles at prominent investment companies in Canada. Listen in to hear what Sasha has to say about his educational approach to financial planning, his tricks for communicating complex ideas to clients in a way that’s relevant to them, and how he balances his business with raising four children. What You’ll Learn in This Episode:  Sasha’s unusual niche (6:40) Sasha’s 70% rule for financial planning (13:10) How Sasha acquires clients who live abroad (20:00) How Sasha uses idea generation to communicate complex ideas to clients (24:20) The value of transparency and openness (28:05) How Sasha balances running his practice with his personal life (38:20) Why it’s important to know yourself as an independent advisor (46:10)  Links and Resources: Sasha Djurdjevic Aligned Capital Partners Inc. Quotes by Sasha: “Trying to bucket people, and say that if you’re a non-resident you have these unique issues, is useful to a point, but the reality is that every client is different.” “Help people to understand the context a little more, and you’ll end up with a more satisfied or self-actualized client, who then will value your work more highly.” “Instead of trying to come up with a perfect plan, come up with a plan that does a pretty good job of reflecting what’s in front of you and what you know, then put your full effort into that plan.” With Sasha’s experience working with a mix of institutional, retail, and global clients, he’s had to shift contexts, meet people where they’re at, and translate difficult concepts into learning opportunities relevant to each unique client. Below, we’re sharing three key ideas that he’s imparting to you: How Sasha approaches educating his clients The value of transparency and openness Sasha’s 70% rule for financial planning For the rest of the episode, find th