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The Real Gift
For many, December is a time for giving, as well as reflection. As we come to the end of a tense and unpredictable year for just about everyone, I’d like to take a moment to reflect on the impact we have on each other. In a year as edgy and volatile as 2008, the impact you have on your clients is the equivalent of a beacon in a storm. You have the power to help your clients weather the uncertainties of our economy whether those uncertainties last another month or several more years. My hope is that I am your beacon by showing you how to become a better advisor by putting your clients first.
I recently received an email from an advisor that I think pretty much sums up how we all feel:
“… I just appreciate your words and wisdom. I don't want to sound haughty and say that we're not hurt by any of this or that we are not sure what to do, but we are well positioned and I'm not as panicky or down as a lot of my colleagues; however, it's not easy for any of us. And, it's extremely assuring to hear your talk. I've gotten tired of all the chatter of companies, wholesalers, etc. who say they have the answers and are offering a conference call every day, it seems. I've not only turned off the "financial pornography" from outside the industry, but I'm finding a ton of bad messages within the industry and within my company.
It's a breath of fresh air to hear your perspective, wisdom, honesty and truth during this time. You are an extreme help to many of us.”
Wow! What a gift that letter was! It really caused me to take a step back and realize that our mission is having an impact. But more importantly, it demonstrates how important it is for each of us to have the right attitude. No product or hollow promise can replace open and honest communication. Give the greatest gift you can to your clients: your authentic self––and a true interest in their wellbeing.
The rewards you’ll reap are (as the commercial says) priceless. Mitch Anthony is the founder and president of Advisor Insights Inc. and The Financial Life Planning Institute, training companies serving advisors and the financial services industry. He is the author of several books for advisors including the StorySelling for Financial Advisors. His newest book, From the Boiler Room to the Living Room: What the Coming Revolution in Financial Services Means to You and Your Clients will be published by John Wiley & Sons is now available at local and online booksellers or at http://www.mitchanthony.com/BOOK_Boiler_Room.html. Anthony is a contributing editor for Research magazine and his column “Financial Life Planning” appears in Financial Advisor magazine. He has been a named a “Mover & Shaker” by Financial Planning magazine and is frequently quoted by the media as an expert on financial life planning. Contact him at mitch@mitchanthony.com. © 2008 Mitch Anthony |
The Cash in the Hat Your clients and their families need to understand the importance of getting their debt under control in a way that will make them stand up, take notice, and take action. How much they spend is the only financial issue totally within their control. The Cash in the Hat delivers a powerful message in an entertaining way: if you don’t get your financial house in order, you’re sunk. If clients haven’t responded well to charts, checklists, graphs, or 350-page tomes about how to be a better investor, The Cash in the Hat is the perfect way to show them you care. Clients don’t need another mug or tin of popcorn—they need answers. This book provides a key answer for their success. At only $12.95 a copy, The Cash in the Hat is an affordable way to help your clients understand the importance of financial discipline.
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Mitch Anthony  |
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