Response to Nic Cicutti article headlined, stop the selling
The reality of life at the coalface is that it is very often our conviction for the financial solutions we offer that galvanises clients into action.
It is a fine line between advice and selling and perhaps the truth is that both are needed if some clients are to make a financial decision. The problem, of course, is too many in our industry are motivated too much by money.
That wrong focus is what causes misselling more than anything else. Selling does not need to be evil if it is motivated by righteousness. Advice is also not necessarily the “Angel of Light” if it is used as a wolf in sheep’s clothing. The key is what is the motivation that drives us. Putting our clients first, above ourselves, is what we should all be doing.