She spends a lot of time discussing children and philanthropy with her clients, who are looking for ways to instill a sense of charity in their children. Because Tarbox has done a lot of research in this area, she is able to educate her clients and bond with them over a similar interest.
Sometimes, your own heart is the best place to find a cause to advocate, says Marilyn Dimitroff, CFP, of Capelli Financial Services in Bloomfield Hills, Mich. "I've done a lot of work looking at who I am and what's important to me. It started at a certain shallow level-I wanted people to succeed financially. That's evolved so that now I look at how to help people live their dreams, whether that's philanthropic, education or family oriented goals. It's really important that I follow my own dreams, too. So, for example, I got away from the office recently and went to Ireland for two weeks to shoot black and white photos, which is my passion. Following my own dreams lets me encourage others. One of my clients was in her fifties, but she had always wanted to go to college. I helped her see she could afford to do it, and deserved to do it. That sense of supporting our clients' dreams drives our business philosophy, the way we set up prices and procedures, how we attract clients, and how I make decisions ultimately. It also ensures that we end up with like-minded clients who want to have a deep relationship and are not bitter and selfish. We want to see joy in our clients' lives."
A lot of companies can't sustain year-long, let alone decades-long, initiatives, Densen says, but financial advisors often can. Follow you heart and give it a try, he says. "Go ahead and take your sword out and fight for consumers," he adds. "If you are a true advocate, they will reward you with their business."