Advisors spend a lot of time selecting and managing their technology tools to deliver for their clients. But clients don’t hire advisors for their tech; they hire them for their financial expertise — and their results.
That raises a question: How much of an advisor’s tech toolkit should clients actually see? Can showing the tools behind the advice build trust, or does it risk undermining the advisor’s value?
As with so much in financial advice, the answer depends in large part on the individual client.
Some want complete transparency and enjoy learning about systems and tools — often younger clients in particular. Others prefer to see little to nothing, trusting their advisor to manage the details so they do not have to.
READ MORE: Tech serving higher-value clients beats expanding capacity: Kitces
The type of technology also matters. Some tools are designed for client-facing interaction and have well-thought-out interfaces. Others that may be critical on the back-end can be difficult to explain.
Even if clients are curious and want the full tech tour, oversharing can create diminishing returns, shifting the focus from advisor insight to the tools themselves. Does leaning too heavily on showcasing technology risk decreasing the perceived value of the advisor?
We asked advisors across the country how they approach showing technology to their clients.
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