In this category you will find blog posts about clients relationship management – including but not limited to establishing trust, building a relationship, ending an advisor-client relationship, and more.

Without Integrity, There Is No Credibility

Without Integrity Financial Sdvisors Don't Have Credibility

If you are to be chosen as someone’s Financial Advisor, you must pass three tests. The person must like you and think you are smart, but, most importantly, the person must trust you. There is no substitute for trust.

When mom and dad leave you after that first meeting, they do not talk about convexity or tactical asset allocation.

They ask themselves one question: “Do you trust him? Do you trust her?” If the answer is ‘no’ or ‘not really’, you stand no chance of getting those folks as clients. There are too many other Advisors they can turn to.

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Care More than People Expect You to Care

Don Connelly audio blog post

When people get poor service, they are not the least bit surprised.

People no longer expect good service except in the very finest of establishments, places where they willingly pay a lot in exchange for that good service. Mediocrity is the new standard.

That opens an enormous door for you. Once people get used to mediocrity, anything above mediocrity stands out.

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Are You a Professional Listener?

Professional Listener - Are You Listening

Most people never listen, period. That includes my doctor, my handyman and the last car salesman I visited. I can only hope that air traffic controllers listen.

Why is listening so difficult? Why is listening so important? Do people who listen do better than people who don’t listen? Can you become a great listener?

All are rhetorical questions and all are worth exploring.

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Two Questions to Add to Your Repertoire

Success as a Financial Advisor Is Easy to Explain, but Difficult to Replicate

Effective communication is all about asking the right questions. I want to suggest two questions to ask your clients, two questions you might not be currently asking. It’s very important that you know what you are doing right, so that you can do more of it. Explain to your clients, new and old, that you are not on an ego trip but…

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