At the heart of successful client relationships is your ability to understand clients on a meaningful level. This means probing beyond their finances to reach their most profound values, dreams and fears. In these volatile economic and political times, knowing your clients this deeply, in a way that puts them at ease and builds trust, is not just useful, it's vital to good wealth management.
Here's a tip: Start by listening - carefully. One of the top financial advisors I've coached is also an advocate of truly knowing his clients, rather than just knowing about them.
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