Addiction

According to the National Institute on Drug Abuse, the use of tobacco, illicit drugs, and alcohol costs our nation over $700 billion a year in health care and work-loss related expense. This figure does not begin to touch the toll addiction takes on families and individuals whose lives are assaulted and often destroyed by the consequences of addictive behavior. The “big three” could be joined by persons with gambling and other addiction issues that are …

Asking the Tough Questions

Following a recent talk I gave, a new advisor came to me in the hall with a question about discovery. “Is asking questions about a client’s life story and their family’s issues around work, money, investments, health, and fears going too far?” In other words, is there a line we can cross when we do deep discovery? Are we asking questions that are too personal? I’ve heard the “too personal” question many times, and it …

The Trust Matrix, Part 2

Previously, we identified common areas where people lose faith in themselves, others, and the larger business and investment community. We all know that trust is a powerful, life-altering reality in our lives. With confidence in ourselves, those we love and who love us, and this remarkably resilient country that still is “the land of opportunity,” few limits keep our lives from realizing any number of personal, family, and business goals. But when we lose trust, …

The Trust Matrix, Part 1

The rule will never change; people do business with people they like, trust, and believe are competent. These three are the trifecta that together creates the space or, the matrix through which we serve our clients as we travel with them through life. “Trust issues” related to us as the advisor, however, are not what I’m exploring, but rather the client who has lost trust in either self, a loved one, or the investment world …

Befriending Silence

Noise is a tenured resident in our modern lives. Whether it’s the whirl of a tumbling dryer, the muted voices of sportscasters calling a game, the hum of an automobiles’ engine, or the buzz of the florescent fixtures in our offices, all manner of noise is with us and rarely yields to total, opaque silence. The same holds sway in client conversation. We begin a scheduled visit with the expected small talk about work, family, …