Welcome! Thank you for visiting Advisor in the House, where I share with you insights gleaned from over forty years of personal and professional interactions with others. I encourage you to join the discussion. Please share your thoughts and experiences. Ask questions. Think. Feel. Imagine your practice transformed!
In the early 1970s, my generation was experimenting with competing lifestyles. Rock and roll had morphed into heavy metal, and many moved to the beat of Janis Joplin, Cat Stevens, The Rolling Stones, and Led Zeppelin. Some of my friends were dangerously using illegal, even lethal psychedelic drugs such as LSD, heroin, and speed. Others had escaped from the confining cage of parental expectations; instead, they hit the road to explore America! Hair was long;Read More
Someone wiser than I offered me sage wisdom years ago, that I pass on to you. Lost in memory is the specific moment in my much younger life when I heard this sentence, but its precision and power still walk the corridors of my soul. “The most difficult decisions in life,” my mentor observed, “are not between what is good and what is bad, but between what is good and what is best.” Each day,Read More
Introducing a client-care practice culture starts with one gesture, one conversation, one thoughtful question at a time. My pastoral training and years of experience do not give me a pass when it comes to being purposefully engaged and fully present with another human being. Yes, it may flow easier for me because I have honed these skills for more than three decades; but, I know each one of us is capable of learning our clients’Read More
What we know about a prospect or client is the heart and soul of CRM (customer relationship management). Publicly traded company Salesforce (symbol CRM) is one of many enterprises addressing this process. This is not an endorsement to buy or sell Salesforce nor a comment on its products, but rather an observation that CRM and its competitors’ robust technologies create a process that uses what is known about a client to drive marketing, sales, retention, andRead More
Maybe the most nagging issue we face as professionals is squaring what we hope people think about us with what we know about ourselves. Perhaps this struggle is best illustrated by the photograph of the little duck calmly cruising a pond, head focused, feathers all in place, while beneath the water, his little feet are frenetically paddling with all the gusto a duck can muster. The caption? “I may look calm on the surface, but underneath,Read More
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 areRead More
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 itRead More
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,Read More
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 worldRead More
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,Read More
It is very rare when I discover that a deeply talented A clarion call to lead with purpose, Cadence of Care offers a wise and practical guide to deepening and enriching client relationships.
-Robert B. Seaberg, Ph.D. Intersect Consulting, LLC
Tim Owings understands what all the great ones know. People who trust you are far more important than all the product knowledge in the world.
-Don Connelly, Don Connelly Associates
The concepts Tim Owings shares in his book provide a comprehensive blueprint to integrate into practice.
-Marc D. Miller, Ph.D., Dean of the School of Business, Henderson State University