{"id":22411,"date":"2024-09-03T21:53:45","date_gmt":"2024-09-03T21:53:45","guid":{"rendered":"https:\/\/www.thinkadvisor.com\/2024\/09\/03\/how-an-advisor-keeps-his-worker-next-door-clients-on-track\/"},"modified":"2024-09-03T21:53:45","modified_gmt":"2024-09-03T21:53:45","slug":"how-an-advisor-keeps-his-worker-next-door-clients-on-track","status":"publish","type":"post","link":"https:\/\/blog.lifeinsurance-orleans.ca\/index.php\/2024\/09\/03\/how-an-advisor-keeps-his-worker-next-door-clients-on-track\/","title":{"rendered":"How an Advisor Keeps His ‘Worker Next Door’ Clients on Track"},"content":{"rendered":"
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Financial advisors are well aware that their work isn\u2019t only about the numbers. For Mark Delp, focusing on addressing clients\u2019 emotions helps avoid investing blunders.<\/span><\/p>\n

\u201cIt\u2019s making people feel listened to,\u201d Delp, branch manager of Impact Wealth Management, tells ThinkAdvisor in an interview.<\/span><\/p>\n

Delp, who is based in Irvine, California, emails clients monthly and dispatches physical letters that address their fears and uncertainty about economic and market issues. He says his communiques \u201cget at the pulse of what clients are concerned about.\u201d<\/span><\/p>\n

That makes Impact\u2019s website stand out, he maintains: \u201cMany of the communication pieces investment firms produce \u2026 are either pure propaganda or painfully dull.\u201d<\/span><\/p>\n

Delp, the winner of a 2023 ThinkAdvisor Luminaries award<\/a> for community impact, defines his clientele as \u201cthe average worker next door.\u201d<\/span><\/p>\n

People need help, he notes, to ensure that, for one, they save enough and \u201cnot get caught in credit card purgatory.\u201d<\/span><\/p>\n

In the interview, Delp, who manages $180 million in assets and describes himself as \u201ca franchisee of Wells Fargo Advisors,\u201d says he aims to communicate by telling it like it is and with meaningful handholding.<\/span><\/p>\n

Here are excerpts from our conversation:<\/span><\/p>\n

THINKADVISOR:<\/b> You\u2019ve been an advisor since 2001. Is there a current wealth management trend you consider unhelpful?<\/span><\/p>\n

MARK DELP<\/b>: The cycle of calm, panic and greed is very fast. If something happens overseas and it\u2019s already in the news and making stock prices fall, clients get crazy because they\u2019re getting alerts about it on their phone.<\/span><\/p>\n

What are the implications to you as an advisor?<\/b><\/p>\n

It means a lot more handholding because the storms come faster now.<\/span><\/p>\n

How do you address clients\u2019 emotions of fear, nervousness, uncertainty?<\/b><\/p>\n

It\u2019s making people feel listened to. <\/span><\/p>\n

Right now there\u2019s more fear; other times, when everything is going up, there\u2019s more greed.<\/span><\/p>\n

I send out emails on different topics and then physical letters to make people feel like they\u2019re not alone \u2014 <\/i>that they\u2019re not the only person who\u2019s afraid or who maybe wishes they\u2019d picked a different type of investment. <\/span><\/p>\n

I tell them that emotion [in investing] is normal and why we need to go back to their goal of saving for retirement or whatever their goals are.<\/span><\/p>\n

What do they say when they receive the emails and letters?<\/b><\/p>\n

It\u2019s not so much what they say; it\u2019s what they do. A perfect time is when they\u2019re not doing anything: They\u2019re not panic-selling, running to cash the first time there\u2019s a down day in the stock market or not selling all their broad-based funds and going only to a hot sector.<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"

Financial advisors are well aware that their work isn\u2019t only about the numbers. For Mark Delp, focusing on addressing clients\u2019 emotions helps avoid investing blunders. \u201cIt\u2019s making people feel listened to,\u201d Delp, branch manager...<\/p>\n","protected":false},"author":1,"featured_media":22412,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[],"tags":[1],"jetpack_featured_media_url":"https:\/\/blog.lifeinsurance-orleans.ca\/wp-content\/uploads\/2024\/09\/how-an-advisor-keeps-his-worker-next-door-clients-on-track.jpg","_links":{"self":[{"href":"https:\/\/blog.lifeinsurance-orleans.ca\/index.php\/wp-json\/wp\/v2\/posts\/22411"}],"collection":[{"href":"https:\/\/blog.lifeinsurance-orleans.ca\/index.php\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/blog.lifeinsurance-orleans.ca\/index.php\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/blog.lifeinsurance-orleans.ca\/index.php\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/blog.lifeinsurance-orleans.ca\/index.php\/wp-json\/wp\/v2\/comments?post=22411"}],"version-history":[{"count":0,"href":"https:\/\/blog.lifeinsurance-orleans.ca\/index.php\/wp-json\/wp\/v2\/posts\/22411\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/blog.lifeinsurance-orleans.ca\/index.php\/wp-json\/wp\/v2\/media\/22412"}],"wp:attachment":[{"href":"https:\/\/blog.lifeinsurance-orleans.ca\/index.php\/wp-json\/wp\/v2\/media?parent=22411"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/blog.lifeinsurance-orleans.ca\/index.php\/wp-json\/wp\/v2\/categories?post=22411"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/blog.lifeinsurance-orleans.ca\/index.php\/wp-json\/wp\/v2\/tags?post=22411"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}