I read an article today that makes an interesting point. The
author commented that his doctor never thanked him for becoming a patient. His
doctor never thanks him for the business after an appointment. His doctor never
thanks him for anything. It's not that they aren't friends. They are. It's not
that the doctor isn't civil. He is. The author feels that his doctor never
thanks him because the doctor is not a salesman. That sentiment gives me pause
and makes me think. It's only polite that we thank clients and prospects after
an appointment. But for what is it exactly that we are thanking them? Is it for
sitting through our presentation? Is it for trusting us to do the right thing?
Is it for becoming clients? Are we thanking them for the business? If we are
thanking them for all those reasons, what message are we conveying?
The various media are well aware that the investing public is obsessive about money and personal wealth. They are also aware that any suggestion that our personal wealth is at risk will sell a lot of newspapers and attract a lot of viewers. Thus we have an endless cycle of stories about greed and corruption on Wall Street, financial ruin in Europe, bad mortgages, market crashes and record deficits. It's very easy in all this uncertainty for you to forget how important you are. With the help of a competent financial advisor, parents can send their children to college without borrowing money and couples can retire and not worry themselves sick about running out of money in their old age.
As you go about your business of gathering assets and forming new relationships, keep two things very much in mind. First, what's happening around the world is not your fault. There is no need to apologize if you did the right thing in the first place. Second, never forget how important you are.
When a couple comes to see you for your advice, they are not doing you a favor. In fact, you are doing them a favor. Yes, be polite. Do not be deferential. Typically, the three most important things in anyone's life are family, religion and health. After that comes money. You handle the money. You deserve the same respect the family doctor gets.