The point is to listen, then reflect back what you hear of her heart's core.
The last section of the "Stewardship Plan" includes "Action Steps." This means personal commitments.
The experience should be profound. The client ought to have had an extraordinary experience of self-encounter and perspective. They can be "heard" as never before. They are able to reflect upon another's mirroring. It is not therapy. It is not judgment. It is high quality listening, reflecting and dignity.
Obviously, this requires something special of the advisor. This is not for rookies but for people who, themselves, have engaged in intensive introspection and personal work. You cannot take clients where you have not gone.
If you, personally, do not have a strong sense of stewardship, please do us all a favor and decline to do this work until you, yourself, are ready.
Anybody who uses this as a "bait and switch" sales tool... well, shame on you. When doing this sort of work, we, especially, are stewards ourselves.
Time. Treasure. Talent. Life's purpose, engagement of the divine in each of us, bringing our best to the dance and helping others do so for themselves- this is good work. It is appropriate that it be done by people well versed in assessing assets and liabilities, grasping goals, perceiving problems, working with money, determining implementation parameters and serving the goals and objectives of others. It is a terrific service. What better for clients concerned about how they are living their lives and their relationship with that which has been entrusted to them? Surely, the world needs more of such as these.
Stewardship work profoundly integrates life and money. It is an ideal extension of the financial planner's art and wisdom.
Richard B. Wagner, JD, CFP, is the principal of WorthLiving LLC, based in Denver. He is the 2003 recipient of the Financial Planning Association's P. Kemp Fain Jr. Award, which recognizes a member who has made outstanding contributions to the profession.