If you had a good friend who had been off the grid camping for the past 7 days, who called you this morning and innocently asked, “So, how was your week?”…where would you even begin?
One of the common characteristics of the most successful financial advisors that we have observed is that they are often the focal point of wide-ranging and intimate discussions with their clients on a whole slew of topics. Take this past week, for example. My guess is that many of you have had conversations with your best clients regarding the events that have transfixed the nation.
Actually, it’s during weeks exactly like this, that successful financial advisors have many opportunities to build relationships and trust in intangible ways that are difficult to quantify!
This trust building can happen in obvious, straightforward ways:
- Be empathetic, honest, and authentic in the management of your client conversations and relationships. And during weeks like the past one, this might entail a lot more listening than talking.
- Do what you say you will do. What you do matters much more than what you say you’re going to do. Anyone can talk a big game or over-promise, but the actual follow-through is what creates lasting success.
- However, as this past week has demonstrated all too well, life is unexpected. You can’t account for everything when you make a commitment, so if something forces you to break your promise, own it—even if it’s not your fault. Don’t make excuses, just offer to make things right.
- One final, and very pragmatic, learning for successful financial advisors has been completely reinforced over the past week. Have back-up contact numbers handy! In the event that you can’t get to the office during an unforeseen event, how critical is it to be able to get in touch with your clients, colleagues, and friends?
- Enjoy the rest of your day! And, if you feel like it, don't forget to hug your kids, spouse, significant other, parents...or anyone else that you would care to.
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