Appreciating Risk Management

Many professionals that serve in different aspects of the financial services industry are faced with dilemma and struggle with how they should respond. Many of them are specialized in how they help their clients, yet they are asked about other needs their clients have. They have a great relationship with them and have earned their trust through the years. They are often requested to give advice in areas that are not their core competency. They have been trained to always serve their clients and never want to say no. At the same time, some of their requests force them to stop doing what they do best and invite frustration, as many do not want to admit this is not in their field of expertise. Without in-depth knowledge of various financial tools, advisors can risk giving clients incorrect information - and in some cases, advisors may simply avoid some discussions altogether. This avoidance may be led by a fear of making a mistake. Sometimes it simply is not the best use of a professional's time. This can prove to be a disservice to clients. It could also become the catalyst for clients to seek solutions from other advisors. The unintended consequence of this is that it may open the door for a competitor to undermine your work and your credibility, and begin the process of trying to lure the client away from your business. One potential solution is to build a relationship with other professionals who bring new expertise to your team. The medical profession has focused on specialists for years. It is common and professional for a physician to let a patient know this is not their area of specialty and to make a referral. This leads to better care and improved patient satisfaction. In Appreciating Risk Management, authors Andy Martin, CLU, ChFC, and Todd Russell, CFP, ChFC, CLU address issues facing financial professionals when they are asked to give their input in specific areas of insurance that may not be their field of expertise. They examine issues that many specialists have, but may not have decided how they should handle their concerns in a systematic way. They pose questions that most financial professionals should consider. Andy and Todd collectively have over five decades of experience working with clients and serving advisors in the area of risk management and asset protection. Their services allow other financial professionals to focus on what they do best and delegate the rest. They focus on long-term relationships with professionals who specialize in asset management, commercial multi-line, and employee benefits. We hope you will take time to see if any of the situations discussed here reflect some of the issues that you face in business.