Connecting with Stories

The pressure to develop new clients always stares us in the face—normally on Monday morning!  As the manager who hired me wisely taught, “new relationships are oxygen to your business.”  We all know it and yet the vast majority of advisors in our firm and all firms have zero—that’s 0, nada, no—net growth in any given year.   The temptation on a call is to create quick rapport, keeping the other person on the phone, …

The Pause

It’s been a few weeks since I posted a conversation. But, with our national election over, Thanksgiving in the books, and the December holiday season staring us in the face, I realized the wisdom of catching my breath in these waning days of 2016.  Call it a pause, a break, a halftime moment to look back, look forward, and look inward. In all candor, on any given day of the week, all of us are …