9. Impassioned support through clients’ most difficult times
Are you special in conversation when clients lose loved ones? Are you special when your clients pass and you talk to the surviving children?
Perhaps some of the things you say are not supportive? Like: “I’m so sorry.” “You have my sympathy.” “Call me anytime.” “Be strong.” “How are you?”
Perhaps there are better things to say? Like: “I can’t imagine what this is like for you. Would you like to tell me about it?”
Or perhaps: “If I were in your shoes, I think I would be in shock and walking around in a fog. Is that your experience, or how is it different?”
10. Go deeper
Advisors who are successful in connecting to the next generation quite simply “go deeper.” They get to matters of true importance in conversation with their clients. They are “Charismatic Advisors,” sources of strength in the lives of the families they serve. In their planning work, they go far beyond goals and objectives and get to matters of purpose.
David Richman is national director of Eaton Vance Advisor Institute.