We all know the importance of regular communication with clients throughout their financial journey, however, explaining to clients the full value of an adviser can be challenging as there is so much that goes on behind the scenes that clients don’t really see, so they may not appreciate the time and effort required.

Communicating your value as a financial adviser is all about showing—not just telling—how you can help clients achieve their financial goals, reduce stress, and make smarter financial decisions.

This requires addressing both the rational and emotional needs of the client. People want to engage with a financial adviser, not just for managing their finances, but for peace of mind, clarity, and confidence about their financial future.

It can be difficult to convey to a client how much value an adviser adds throughout their financial journey.

What you can do

Given there is so much emotion associated with a client’s financial future, you want to be able to guide them to a place where they will feel confident about you and their money.

Here are a few tips to help you show clients how much value, you as an adviser, can really add:

Use simple, relatable language – Avoid jargon. Clients tune out when they hear too much technical talk and explain to them why you do what you do. This builds trust and authenticity.

Quantify your value – Describe ways as to how you’ve made a tangible impact to another client’s future – anonymously. People relate to stories more than technical presentations.

Expertise and knowledge – Explain that you provide more than investment advice. Point out that advice goes beyond investments: tailoring their portfolio to each life stage.

Behavioural value – Remind clients that your value isn’t just technical—it’s human. During volatility, you’re the calming voice.

Proactive communication – Don’t just speak to clients when conducting an annual review – reach out regularly with a simple phone call to check in – especially when markets are volatile.

Ongoing education – Send your clients articles or newsletters that are relevant to them or their financial interests.

How to ‘walk the talk’

Advisers play such a crucial role when it comes to managing finances and investing overall, but having the balance of understanding the client’s emotional side is becoming just as important.

Supporting clients through the good times and the challenging times is what will matter most.

When you are regularly communicating with your clients throughout the year, it proves to them that you are working hard behind the scenes and it makes them feel seen, heard and equally – important.

Remember, you’re not just a financial adviser—you’re a partner in your clients’ lifelong financial growth which can be priceless.

If you would like to add even more value to your clients by communicating on more regular basis, reach out to us. We have content that is topical, updated regularly and suitable for all types of clients.