Unlocking Success as an early financial planner: Beyond the technical expertise

By Jack Heintzelman

As a financial planner, you’ve already achieved significant milestones. You hold licenses, designations, and possess years of technical planning experience.

In fact, your knowledge often surpasses that of seasoned industry professionals. But what’s the next step? How can you elevate your practice and truly connect with clients, prospects, friends, and family?

Your communication matters.

Technical expertise is essential, but it’s not enough. The ability to translate complex concepts into relatable language is equally crucial. Imagine explaining a complex tax strategy or income planning scenario to a client who lacks financial literacy. Your challenge lies in making it accessible and compelling.

Be an expert listener and a master of empathy.

Remember, you don’t need all the answers upfront. Instead, listen actively. Ask questions. Take notes. Assure your audience that you’ll follow up promptly. Clients appreciate transparency and responsiveness. By demonstrating empathy, you build trust and foster stronger relationships.

Make your way outside the office walls.

Break free from your screen. Engage with people beyond spreadsheets and charts. Attend networking events, community gatherings, and social functions. Share your insights casually. Discuss financial wellness over coffee. These interactions humanize your expertise and create lasting impressions.

Be uncomfortable and embrace the fear.

Confidence grows through practice, not perfection. Embrace the fear of stepping outside your comfort zone. Maybe it’s public speaking, writing articles, or hosting workshops. Accept that imperfection is part of the journey. Each attempt refines your skills and builds resilience.

Become a storyteller.

You can tell someone that their 60/40 balanced portfolio is a Moderate risk and has an optimal risk / return profile that will align with their time horizon and risk tolerance.

Or you can tell someone that you have put their eggs into different baskets so that you have protected them against losing them all… and that by investing in this way will help send their children to college and allow them to retire. The education is important but so is highlighting what it means for them. How is this plan and strategy going to help me? That is what they will remember most.

Your journey isn’t overnight—it’s a marathon. Practice, adapt, and communicate. As you step beyond the office walls, you’ll find that connecting with others is both an art and a science. Keep learning, keep growing, and soon, you’ll be the best financial planner you can be.

Jack Heintzelman is a CFP professional and member of the Financial Planning Association. Serving clients at Boston Wealth Strategies in Needham Heights, Mass. and the surrounding communities. Jack is involved in the industry as he serves on the FPA National NexGen committee and locally on the FPA NexGen New England committee. He also gives back to the community as a council member of Good Sports, Inc., a charity that supports underserved youth sports programs.

Boston Wealth Strategies is located at 250 First Ave, Suite 102, Needham, MA and can be reached at 781-449-7000. Securities and advisory services offered through Commonwealth Financial Network®, Member FINRA/SIPC, a Registered Investment Adviser. Fixed insurance products and services offered through CES Insurance Agency.