Who, what, when... but do you tell clients why you do what you do

In the last couple of months, we have discovered an interesting approach to marketing that dovetails neatly into the world of financial advice. I frequently hear advisers talk about how this is a relationship business that has been built on trust and acting with integrity. However, when I look at the communication taking place between advisers and their clients, you might be missing a trick by not making your proposition(s) compelling enough to make people engage in your advice. The overwhelming approach is to tell people what you do and how you do it, but there is little detail ar...