{"version":"1.0","type":"rich","provider_name":"Acast","provider_url":"https://acast.com","height":250,"width":700,"html":"<iframe src=\"https://embed.acast.com/$/67ee9c10506c6c628c76fe80/67f3cf4c38e6ea322687c486?\" frameBorder=\"0\" width=\"700\" height=\"250\"></iframe>","title":"What Clients Really Value (and Why Advisers Get Fired)","thumbnail_width":200,"thumbnail_height":200,"thumbnail_url":"https://open-images.acast.com/shows/67ee9c10506c6c628c76fe80/1744031550563-4c3b2496-c308-430c-abcf-04fe4f599e69.jpeg?height=200","description":"<p>In this first in the series episode of <em>Beyond the Numbers</em>, Scott Stevens is joined by Vince Tiseo. Based in the United States, Vince heads up the Goldman Sach’s advisory consultancy service, helping US advice firms get better. </p><p><br></p><p>He’s a seasoned strategist with a passion for leadership, client experience, and delivering real, tangible value. With a career that spans boardrooms and battlefields, Vince brings a unique blend of discipline and insight to the world of financial advice. This conversation goes far beyond spreadsheets and into the psychology of what clients <em>truly</em> value in their advisers. From cultural nuances between the U.S. and U.K. to the universal challenges all advisers face - attracting, serving, and retaining clients in an era of rising expectations.</p><p><br></p><p>Vince offers real-world advice grounded in research and experience.</p><p>&nbsp;</p><p>You’ll hear:</p><ul><li>The <strong>#1 reason clients fire their adviser</strong> – and importantly, how to avoid it</li><li>Simple, actionable changes to <strong>enhance your client experience</strong></li><li>Why <strong>transparency and communication</strong> are your competitive edge</li><li>How to <strong>differentiate your service</strong> in a crowded market</li><li>The power of <strong>client charters</strong>, onboarding tips, and becoming the trusted ‘<em>family adviser’</em></li><li>Why getting <strong>1% better</strong> matters more than you think</li></ul><p>&nbsp;</p><p>Whether you're new to advice or leading a multi-adviser firm, this is a masterclass in staying relevant, valuable, and indispensable. Tune in and start making the incremental shifts that lead to extraordinary results.</p><p>&nbsp;</p><p><strong>Key Takeaways</strong></p><p>&nbsp;</p><ul><li>Delivering true value starts with the client – determine what they are looking for.</li><li>Work out how you can spend more time with clients.</li><li>Clients expect competence as a given. They choose advisers based on trust, clarity, empathy, and how the relationship makes them feel – qualitative factors.</li><li>Clients demand an experience with their wealth and transparency. They want to know what they are paying for.</li><li>Don’t create your Client Charter in a vacuum and intelligently use it with clients.</li><li>The power of clear messaging – be ‘benefits’ rich and ‘features’ poor.</li><li>Don’t assume client needs are static. They change along the way.</li><li>Engineer additional ways to create an experience around clients’ wealth.</li><li>Answer ‘Why you?’ with clear messaging and proper packaging.</li></ul><p>&nbsp;</p><p><strong>Great phrases</strong></p><p>&nbsp;</p><ul><li>“Treat everyone fairly but not equally.”</li><li>To clients: “ What’s important to you from a service perspective?”</li><li>“You shouldn’t be Mum or Dad’s adviser. You should be the ‘family adviser’.”</li><li>To clients: “What does legacy mean to you?”</li></ul><p>&nbsp;</p><p><strong>Resources:</strong></p><p>&nbsp;</p><ul><li><a href=\"https://www.linkedin.com/in/vincent-tiseo-cfa-6a22a86/\" rel=\"noopener noreferrer\" target=\"_blank\">(22) Vincent Tiseo, CFA | LinkedIn</a></li></ul><p><br></p>","author_name":"Scott Stevens"}