Any good talk with clients should involve their inner story. Don't disregard it.
You must put your clients' numbers in the context of their story.
Clients understand by your cues if you're not really interested in them.
Technology has made it easier for us to talk past each other. That's not good for advisors who need to listen.
When you're more aware of yourself as a talker, you'll see how important some conversations are.
Estate planning is about more than tax planning.
It's time to ask what money represents to people to get at what their values are.
If you know your clients' principles about investing, you'll be in alignment before you invest for them.
Many clients' financial lives are determined by defining moments. If you want a better relationship with them, you need that context.
Your clients have a story. Find out what it is before you start building a financial picture for them.
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