I guarantee that taking time to carefully consider and craft stories across the horizon of managing a client’s life goals deepen the client's trust relationship and accelerate all towards mutual success. Asking your client what their story is and listening with purpose is even more critical.
Living in Sonoma wine country, leads many of my friends/associates to reach out when planning a trip to stay. They invariably inquire as to the best places to visit and taste wine. I have found that it’s not just about obtaining the best wine or deal, but more about the story behind the vineyard and winemaker. The satisfaction is clearly felt by those visiting when the staff share their passion, what made them gravitate towards their role within the wine growing/making world and their own memorable learnings. All the way from cleaning barrels as cellar rats in cold/damp wine cellars, to working in the vineyard each season and harvest, to making the wine itself. In each element there resides a very human story of interest. It just takes some time to consider what to say, how and when to deliver it.
An ability to share your story in a relatable, human way is what helps make this business of numbers more understandable and ultimately where differentiating a firm can reside. Truly one of the secret sauces of success in wealth management is in the relationships and those advisors proficient in establishing and maintaining them.
So, what’s your story?
