From Now On
Thanks to Bill and Sam and Charlie, I am more convinced than ever of the crucial importance of listening carefully to the expressed needs of new prospective clients and helping them articulate the full range of their hopes and expectations. And I am resolved to be as precise as possible with them about what our firm is willing and able to do for them, what we cannot do, what our timetable looks like, and exactly how we will be compensated for our work. To do anything less is to risk losing the opportunity to serve clients whose needs we really could meet, or signing up to work for clients who are destined to be unhappy with us.
Finally, after realizing what a joy it is to watch a competent professional deliver quality work on time and within budget, I am trying to become more clear in my own mind about what part of the financial advisory process I personally do best and have the most passion for. If I concentrate on that, I know I will be happier and more productive for our clients.
J. Michael Martin, JD, CFP, is president of Financial Advantage in Columbia, Md.