Your Clients Story

Your Clients Story

Every client that walks into an advisor’s office is carrying an invisible financial script. One they didn’t write. One they can’t even see. And what drives their worry, their fear, their questions about the portfolio? It’s never actually the...
The Expertise Trap

The Expertise Trap

There is a major paradox in wealth management. We treat experience as the ultimate credential. More years equals more trust. Twenty years in the business and we’ve earned our stripes. Or so we think. What the research shows, and what I’ve seen play out in...
The Experiment That Doesn’t Need to Succeed

The Experiment That Doesn’t Need to Succeed

The experiment doesn’t need to succeed. We have spent our careers managing risk. Accepting that something can fail probably feels wrong, unsettling, uncomfortable. We are trained on outcomes, on providing positive outcomes. That’s what we’re hired to...
TITLE: Be Unpopular

TITLE: Be Unpopular

I didn’t want to start this newsletter this way, but I think it’s the only way. We are all going to disappoint people. Not some people. People who matter. If we want to lead a firm and make a real impact on families, that’s not a bug. It’s a...