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, when we disappoint ourselves, or others let us down, to restore confidence is a tough assignment, even for those of us with a few more miles on our odometers.

How might we help our clients rebuild trust in themselves, others, and the market processes that create wealth? Briefly, let me mention a few tools we can place in our hands when all around our feet is the rubble of trust gone. First, when a client has lost faith in self, find a way for them to get the poison out of his or her soul. Keep the person talking, ask questions, and by your presence and engagement, communicate that your trust has not and will not waiver.

Second, help your client see what he or she simply cannot see right now: that their many life successes confirm he or she has what it takes to work through any issue that comes along. Times are, we need a voice to tell us what our doubts have questioned. So, tell your client how much they have taught you, how you have seen them successfully handle adversity in the past, and the assurance you have in them that they will work through this loss of trust in their abilities and gifts.

When it comes to the loss of trust in others, the assignment gets more complicated.  Husbands and wives who have lost faith in each other have a steep and arduous hill to climb to rebuild that precious gift. But adults who have known a healthy and life-affirming relationship with a spouse, a friend, or a business partner can rebuild that trust if (and it’s a big if) both parties want to move in the direction of reconciliation. Set expectations aware that loss of trust in another person, however sad, may never come back.

And when clients voice a lack of confidence in our financial systems, remind them that they do not work with the Congress, FINRA, SEC or some unscrupulous person in the news, but with you. As the advisor, you are the catalyst that can help a client rethink the structure and processes to grow and protect their wealth.

Trust issues surface with regularity in our practices. Often, we as the advisor are the designated person to listen, affirm, and encourage the people we serve to glimpse over their shoulder at the peaks of life’s past. High places often appear exaggerated when you are walking through a valley. Help your clients see the future as a compelling horizon and with them create a renewed landscape of hope.

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