Harold Evensky, Chairman
Evensky & Katz/Foldes Financial Wealth Management
Coral Gables, Florida

1. Something I just heard from a planner I met on a cruise: If another advisor would recommend that your wife use your firm or partner for help if you happened to be killed in an accident, that means you were a good advisor. If they wouldn’t, find a new profession.
2. It’s fun, intellectually challenging and you can make a real positive influence on your clients’ lives.
3. Don’t take clients you don’t like; no matter how much they may offer to pay. Clients become family. Why would you want family you don’t like?

Sharon C. Allen, President and Co-Founder
Sterling Wealth Management
Champaign, Illinois

1. Everyone’s story is worthy of my time. It’s easy to be overly fixated on the definition of an ideal client or personal biases. I’m at my best when I throw those mentalities out the window. This practice has created a firm culture that values every interaction, builds trust and multiplies opportunities.
2. It’s always about the client. To truly address a client’s needs, you can’t start with their balance sheet—you have to start with them. Good advice isn’t always the right advice for a given client. They need advice that is good for them. The best advisor crafts advice and service to reflect that.
3. Money hits more than the pocketbook. Emotions can run high when people talk about money, because they’re really talking about hopes and dreams. Money conversations often begin with dollars but end with feelings. Navigating these waters can be more art than science, but it’s vital to being the trusted advisor.

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