Financial advisor: It occurs to me that I'm working hard to make sure your portfolio is as successful as possible and is as protected as possible. While I am doing so, you may be unwittingly taking risks that could either wipe out part, or all, of the very portfolio that I'm working to build and protect. Would you like an example?

Client: Yes!

Financial advisor: Something we have not talked about is how much umbrella liability protection you have. Do you have an umbrella liability policy?

Client: Yes we do.

Financial advisor: What is the total coverage amount?

Client: Off the top of my head, I'm not sure.

Financial advisor: It's possible that it's not enough. Here's an action item for you that will make us both feel a lot better once you have eliminated this risk to your money. While you are at it, I advise you to review all of your property and casualty insurance-fire, home, auto, the works-to be sure that in the event of an accident or that you are found at fault or liable that you won't have to liquidate your portfolio or sell other assets to satisfy the judgment. What do you think about doing that in the next 30 days, and then we can have a phone appointment to confirm that it's done?

Client: I think that's a great idea, and I think you are the most amazing and caring person I've ever done business with. The fact that you care enough to advise me to get this done even though you don't get paid for it speaks volumes about your character. Our relationship has moved to a new level. I trust you more than ever. Can I pay you a fee for financial planning, bring all of my assets to you and implement everything you recommend, and would you mind if I introduced you to my richest friends and tell them to hire you?

It could happen.

Sometimes adding value will shift the relationship, as in the example above. When you do something you don't have to do that's good for a client, you move the trust dial in the right direction. What else could you do to add value?
The other idea is to deepen the relationship by asking better questions and having better, deeper and more meaningful conversations. Having a list of questions is not good enough. It's important to develop skills for having meaningful, deep conversations. I have written articles on this subject for this publication (March 2010, "The Right Fit," and July 2011, "The Language Of Trust") that will give you specifics about how to do this. How else can you strengthen the relationship?