Richard CanfieldPodcast Host and IBC Advisor, Ascendant Financial · Authorized Infinite Banking Practitioner | Author of 4 Books

This Is Your #1 Mistake As A Financial Professional

3 Jul 2025 · 1 min

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Richard Canfield says financial advisors hurt themselves by jumping to solutions instead of sitting with a client's problem. When you solve too fast, prospects feel addressed but not engaged, and meetings don't convert.

Chapters

What are some signs that you've identified that an advisor is trying too hard in client conversations? And how do you help them relax into authenticity?
The biggest cardinal rule sin number one that most people make is most financial professionals are problem solvers at heart. We see a problem, we want to bring a solution. And picture this. I will often ask from the stage, how many of you have had a great visit with a prospect? It went great. Like you knew, they asked, they asked you questions, you helped them solve things, and when they left, they mysteriously go and they never came back. And hands go up all over the room. And I said, well, one of the reasons for that is you chose to solve the problem and not stir the problem.