Thomas Sowell once said, “When you want to help people, you tell them the truth. When you want to help yourself, you tell them what they want to hear.”
This quote has stayed with me for years. In fact, I once asked a client, “Do you want me to tell you what you want to hear, or do you want me to tell you what I think? Keep in mind, what I think may not always align with what you expect.”
It’s a tough question, but it’s one worth considering. Have you ever felt that your conversations with your financial adviser have always been smooth, with every question met with reasoned, logical answers? If so, there’s a chance you’ve been dealing with a skilled salesperson. Salespeople are experts at presenting ideas in a way that sounds sensible and convincing, but that doesn’t necessarily mean it’s what’s best for you.
Think back to moments when you’ve disagreed with a loved one, whether a parent, spouse, or friend. These moments can be uncomfortable, but they often push us to think differently and grow. Sometimes, discomfort leads to deeper truths that we may not have considered before. If everything is always comfortable, how can you be sure you’re challenging yourself and making the best decisions?
The same applies in the world of financial advice. Salespeople are trained to make you feel good about your decisions. They know how to present information in ways that reassure you, often making you believe that everything is in your best interest. But here’s the real question: Is it?
If a decision makes you feel uneasy, it’s worth paying attention. Sometimes, the decisions that don’t sit right with us are the ones that are most important to re-examine. After all, when a salesperson’s incentives are tied to selling certain products, your discomfort could be a sign that their interests are not perfectly aligned with yours.
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