Many years ago, I transformed the way I work, and it really catapulted me from a struggling advisor in this business to Top of the Table.

But I think the big shift for me was about taking control of the client relationship. And that was about introducing two rules at the first meeting with all my new clients. No. 1, “We are here, I believe, to see whether we can like each other, trust each other and ultimately whether we can work with each other.” And actually, if you think about it, that is a fundamental principle in all human interaction and relationships.

No. 2, “Can I help you? Now, at the moment, I don't know whether I can help you or not. What I'd like to do is gather as much information as I possibly can, in confidence of course, and with no obligation. But the better the information you give me, the better the advice I can give to you.”

And what I've achieved in those two rules, if you like, those two engagement principles, is No. 1, I've established with my clients that it is a joint decision. We are here to make a decision about each other. That's something we've done with every other relationship, so why shouldn't it be the same in a client-advisor relationship? And No. 2, I empower them to give me information, which will determine the right outcomes.

Too many clients sort of get a bit coy about what they're going to disclose. What I'm saying is, “You are accountable for the quality of advice I give you.” And of course, this is also my opportunity to introduce any other rules I might want to introduce at that stage.

So, I'd say a couple of things. Establish the fundamental principle of human relationships that apply in the sales process.

We have to make a decision about each other. It's not just the client making decisions about me. And No. 2, making them accountable for the quality of advice you give. Because ultimately, that's a very important part of the process too.

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The two rules that took me to Top of the Table

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Alessandro M. Forte, FCII, CFP