The “Too Young to Trust” Problem (And How to Beat It)

Young advisors often hear the same question:
“Why should I trust you with my money?”

It’s a fair concern—and one Daniel Spurgeon faced early in his career. Rather than pretending to have all the answers, he embraced his role as the rookie and let his work ethic and knowledge do the talking.

In the latest episode of the Next Mile podcast, Daniel shares how owning his youth became his biggest advantage. Here’s how you can follow his lead:

Be Honest from the Start

First and foremost, don’t try to hide your inexperience. Clients can see it, and pretending otherwise only erodes trust.

Instead, acknowledge your youth and highlight your commitment to growth.

“I may not have decades of experience, but I’m constantly learning, reading, and investing in being the best advisor possible.”

This transparency builds authenticity—and that’s what clients really care about.

Outwork Everyone Else

Furthermore, Spurgeon recommends turning your energy into an edge. Dive deeper into the material than your peers. Read the reports others skip. Ask better questions. Offer sharper insights.

When your knowledge surpasses expectations, age becomes irrelevant.

Over-Communicate with Intention

Trust takes time. Young advisors must be present, proactive, and consistent. Don’t just talk to clients when the market shifts—check in regularly. Provide updates before they ask. Offer clarity when others go silent.

These simple habits compound into reliability and loyalty over time.

A Word from Daniel Spurgeon

“The biggest thing you can do as a young person in this industry is to own the fact that you don’t have experience, but make up for it in a knowledge base.”

Experience Comes Later—Trust Starts Now

While you can’t fast-track years of experience, you can control your attitude, preparation, and effort.

✔ Be transparent
✔ Master your craft
✔ Show up consistently

Over time, clients won’t just see you as “young”—they’ll see you as indispensable.

These insights are inspired by the latest episode of Next Mile podcast featuring Daniel Spurgeon, Managing Partner at Commonwealth Financial Services. Explore more insights on small-market RIA growth strategies in the full episode and related articles.