I was on a Zoom call with a large group of financial advisors recently and toward the end, the moderator asked, “What is the biggest concern on your minds right now?” The biggest concern of the other financial advisors was trying to meet new clients. I was taken aback because that is not a problem here.
Just this last week, I met with the team as I do every single week. We go through every client and discuss the work we need to get done. It could be applications. It could be the movement of money from one place to another. It could be research that needs to be done. It could be conversations that we have with accountants or attorneys. We looked at the entire list of all those people that we needed to reach out to this week, which didn’t even include our regularly scheduled check-ins. I don’t know why I’ve never done this before, but I asked one of the team members to count the number of clients that we have active work-in-progress right now. The number was 39. I asked, “Of those 39, how many found us on their own?” The answer was zero.
Where did these people come from? All 39 of these individuals were referred to our office by an existing client. As I looked at this list, I almost got emotional because the work that we do has been so impactful that dozens of families cared enough to refer their family, friends, and coworkers because of the great work that we do and the detail and care we take.
So, when I am on a Zoom call like this one, and I hear about all these advisors from all over the country worried about finding new clients, I just have to pause and I have to be thankful. That’s what this blog is all about this week. I realize how blessed I am. How blessed I am with the team that I have that works with me. Just before sitting down and working on this post, I sat with my team and we talked about all the things that needed to be accomplished. Homework assignments that we needed to complete to be prepared to meet with our clients this week. It takes a team approach. Literally, as I’m sitting down, everyone is going off in different directions to work on all of the little pieces of a client's case that will all come together. We make sure that we work as hard as possible to make a family's life as good as we possibly can.
So, I just want to say thank you. As we are at the start of this new year, I am blessed with all these names that I go through every week that were introduced to us by another client. I am blessed by the people who have connected us and understand the kind of work that we do here.
Thank you.
