Helping clients understand who they really are can improve their financial results, said Hugh Massie, founder of Financial DNA, during a talk at the Financial Behavior in Retirement Summit in Chicago on Monday.

Success as an advisor, says Massie, comes down to confidence and emotional engagement with clients. Gallup research shows that by providing client-centric advice revenues will increase 23%. Engaging employees will also improve the bottom line. If advisors engage both employees and clients revenues jump by 240%, says Massie. “Lots of advisors lose clients two or three years into a relationship because they don’t engage them,” Massie explained.

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