Build trust with your clients.
Haven’t the most helpful people in our own lives been the advisors, mentors, counselors, and friends who have asked us the best and sometimes most compelling questions? Do we routinely label someone “wise” who has that admirable trait of habitually asking that one extra question that others don’t ask? Don’t we respect most those who help us challenge our own assumptions and sometimes our stubbornness?
Aren’t advisors smarter and infinitely more helpful to their clients if they clearly discuss the scope of the proverbial “medications and treatments” (i.e. strategies, solutions, investments, etc.) that can truly improve the quality of their life and legacy—as a skilled and compassionate physician would?
In truth, many of the individuals and families we serve, who trust us and rely on us, just don’t really appreciate or know on their own what they can accomplish through their legacy and philanthropic planning. Wouldn’t the best advisors want their clients to know this? And if one of your advisors helped you realize this, wouldn’t you trust and rely on them that much more in the future?
You Can Do More That Matters – Chapter Five