We are in a people business. It's not just about investments, returns and portfolios. Financial advisors have been told this for years. Build your business on a foundation of trusting relationships. Connect with your clients and prospects on multiple levels and those relationships will survive the vicissitudes of the markets. Depending on where you get your advice, you should average 12-36 touches with each of your clients per year. Having worked with independent financial advisors for over 20 years, I know these things to be true.

Tom McCarthy, an advisor from Marysville, Ohio, is a great example of an advisor who has consistently embraced the people side of the business. In addition, he has found a fresh, new way to connect with clients and build those all-important bonds. Adopting his "LifeBio Event" idea could enhance your practice, too.

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