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!
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
“Today you are you, that is truer than true. There is no one alive as youer than you.” Dr. Seuss My latest cell phone is a Nexus 6P, purchased in early July after a boating accident left my less-than-two-year-old Motorola X destroyed. But that’s another story. New to me, the Nexus allows me to unlock it by putting one of my index fingers on the phone’s back. This technology is old, but for me, itRead More
There has never been a time in my 63 plus years of life when it felt like we were drowning in words. We e-mail, tweet, post, blog, send, forward, save, edit, create, copy, paste, delete, and share words at an alarming rate. The fact you are reading this discussion bears witness to this vexing but apparently inescapable phenomenon. When it comes to our clients, the words we use are either nouns—think static, sound, bland—or theyRead More
What does it mean for an advisor to truly “serve” a client? To answer that, let us look at the third gift that the DOL offers, for it is a gift that keeps on giving. Over the last 20 years, the transition from commission-based to fee-based business in financial services has taken priority in many practices. One of the most powerful reasons clients are better served through a fee-based relationship is, in the words of my trainer, “itRead More
The new DOL rule gives a second gift that celebrates community more than it creates reams of transactions. The client-facing professions of finance, law, accounting, and insurance have an elephant in the room few are willing to name and discuss. We earn our living by the fees we charge clients for our services. In past years, the stock broker lived and died by the number of trades in a day. Lawyers and accountants are famousRead More
For the last 18 or so months, much has been written about the new Department of Labor (DOL) “fiduciary standard” that will soon be required for those working with retirement accounts in the financial services industry. No longer will a financial advisor be able to make recommendations that are only “suitable,” but rather all advice must be in the client’s “best interests.” This fiduciary standard rule will require more transparency regarding fees, how investment adviceRead More
The singular focus of this blog centers on becoming more aware of ways we can connect with clients when life is challenging. Issues like divorce, loss of employment, chronic or terminal illness, family challenges, and scores of other issues all elbow their way into our practice. And when they do, how do we respond? That said, the last impression I want you to have about my approach to all the above is the suggestion thatRead 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