‘So, you’re a rookie. Why should I work with you?’

When faced with such a question, it may seem difficult to compare your skills to those of your senior colleagues, who may have decades of industry experience and the established client base to prove it.

But a little self confidence and a clear idea of why people should work with you will help you instill trust among your prospects, says April Lynn Levitt, a coach with the Personal Coach in Toronto.

Here are four ways to answer tough questions about your qualifications as a rookie:

> I have first-hand knowledge of my market
Choosing the right people to form your client base can give you an advantage over other, more experienced advisors who might not know your market as well as you do.

In fact, many rookie advisors work with clients who are within 10 years of their own age, Levitt says.

Working with clients in your age bracket makes it likely you and your clients will share qualities that can help develop the relationship. For example, a client who is a young professional starting a business may feel more comfortable sharing his financial anxieties when he knows you’re in the same situation and can understand those issues.

That doesn’t mean you have to limit your target market to your own age group; it’s simply a matter of understanding your market. So, if you are a rookie whose parents are immigrants, you might wish to work with older immigrant clients, partly because you know first-hand that the challenges of starting over in a new country can make it difficult to focus on long-term saving.

> I have access to experts
A rookie should never hesitate to make use of the experience of his or her colleagues, whether they are senior advisors or other specialists within the firm, Levitt says.

When you bring in a colleague who specializes in an area such as insurance or estate planning, you are presenting a strong team, which is appealing to clients. This strategy even applies to more experienced advisors, Levitt says, because one advisor cannot be an expert in everything.

> My current education is an asset
Having received your license or a designation recently is nothing to scoff at. It means you have the most current knowledge regarding the industry and the skills required to provide excellent financial planning.

Be proactive in discussing your education and any plans you have to continue studying to demonstrate that you are always developing your expertise.

> I emphasize strong service delivery
“What a young advisor can lack in experience, they can make up in their energy, enthusiasm and service delivery,” Levitt says.

Some older advisors might be winding down their businesses and working fewer hours. Use your energy to your benefit and make yourself available to your clients. As a rookie advisor, you might be able to hold more meetings, conduct more research regarding client portfolios and contact clients more frequently.

This is part of an occasional series featuring tips for rookie advisors.