Fix your elevator pitch

If you can’t articulate the value you provide clients, why should anyone else be able to? “Stop winging” your value statement and instead craft a compelling sentence that summarizes your true value, says Chris Kirby, a senior business consultant for Securities America. Then practice and rehearse delivery of your “elevator speech.” Once advisors clearly define the true value of their service, they should incorporate that statement seamlessly into their daily lives, building a consistent “brand” for themselves and their businesses, Kirby says. “Include your value statement as part of each communication to your team, to current and potential clients and in your valued professional relationships,” he says. “This makes it easier for clients and professionals to describe the value you offer to others.”