Why Do I Do What I Do?

A client told me a story about how when he was a kid, his grandfather gave him $1,000 every year on his birthday. He said that's what got him interested in being a financial advisor is I had this connection with my grandfather. If somebody heard that, if that's a prospect, you're probably 30% of the way to closing a relationship just with that story alone. It builds trust, connectivity, authenticity, vulnerability, all of that.