I spend most of my days working with you or for you on your investments and planning. A few days each year are spent at seminars and conferences, working to get better at working with you or for you.
It is great to find a new perspective or idea or tool that helps us with our work, especially delivered by an inspired and inspiring speaker. But sometimes things we see and hear are just not a good fit for our values and philosophies. The last seminar I attended had much that was helpful.
But the part that was not helpful was interesting. Reflecting on it, it had to do with a mismatch in philosophy.
One of the speakers was a consultant for a coaching outfit, one that works with financial advisors to help them grow their businesses. After the preliminaries, he began his presentation by asking attendees to visualize how much money they wanted to make, three years down the road, encouraging our ambitions. And then, write that number down in the notebook provided. Next, how many millions in client assets did we want, three years hence? Write that down.
Thinking about the future and setting goals is a familiar and valuable exercise. But it was what came next that made me think of The Gong Show.
(One of the first reality TV talent shows, The Gong Show featured amateur acts appearing before a panel of celebrity judges. A judge could end an audition by striking a loud gong.)
The next topic after the money exercise was about the importance of being client-focused. Before many words were said about how vital it is to be centered on clients, I heard the gong in my head and thought, “Too late. You already established that you are focused on money, not clients.”
We concluded long ago that the better off you are, the better off we are likely to be, down the road. So when I walk in the door of 228 Main each morning I think, “What can we do to grow the buckets?” Of course, that’s not the only thing. We also work on helping you use your resources in your real life, to spend well. It is all part of being better off. Our business objective is to improve your outcomes.
The better off you are, the better off we are likely to be. My income is a byproduct of how well or poorly we help you become better off. That fits the definition of client focus a lot more closely than having your results be a leftover effect of how much money I want to make.
There were other things in that seminar presentation that struck me as off, but if I had a gong I would not have heard them.
Clients, if you would like to talk about this or anything else, please email us or call.
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