This post is part of our Weekly Tips series.
I’m a big fan of stories as vivid illustrations of things that matter and make a difference when it comes to trust-building. This week’s tip is based on a short and compelling one from The Trusted Advisor Fieldbook.
It’s told by a savvy private wealth manager in Canada and it reveals the extent of the long-term view he takes with his clients:
“I once offered to do some free investment planning for a client’s 12- and 14-year-old children. My co-worker was confused why I was wasting my time with children.
“That’s easy! I regularly meet with clients’ children and explain the concept of saving, investing and risk. Even at the ages mentioned I have had success in making the experience relevant for the children and ultimately appreciated by the parents.
“I believe in long-term focus and relationships. While working with clients’ children has resulted in referrals (which is a happy outcome) that is never our primary intent. Our purpose is to build long-term relationships by continuously delivering a ‘remarkable experience’ for our clients and their families.”
Kinda makes you think, doesn’t it? Just how committed are you to delivering a “remarkable experience” to the people you serve?
This week, consider what your equivalent of financial discussions with children would be. Stretch your thinking. How might you make a difference for your clients’ families or others in their lives who matter to them? Then, if you’re inspired, take a small step towards whatever you discover.