A simple question from my dad years ago completely transformed my approach to financial advising: "What is your role as an advisor to your clients?" After several incorrect guesses, his answer stunned me with its clarity and wisdom - "Your role is to help organize your clients' thinking."
This perspective shifted everything. While many of us excel at helping clients understand financial trade-offs, I've come to believe that's actually step two in the process. The first and most crucial step is helping clients organize their thinking strategically before diving into tactical solutions. When someone asks whether they should contribute to a Roth or traditional 401(k), the immediate temptation is to analyze tax brackets and run projections. But what if we're missing bigger questions? Are they saving the right amount? Should retirement even be their priority? Might a brokerage account better serve their early retirement goals? Could funding a business venture yield a higher ROI?
The art of advising requires developing sensitivity for when to provide direct answers versus when to elevate the conversation. Sometimes clients genuinely need straightforward tactical guidance, while other times they benefit from being gently guided to more strategic thinking. Our greatest value often comes from helping clients see beyond single-track thinking and illuminating blind spots they didn't know existed - not by telling them what they're missing, but by asking the questions that reveal new possibilities.
Have you noticed areas where your clients might benefit from more strategic organization of their thinking? What questions could you ask to help them see their finances from a fresh perspective? Submit your thoughts and questions for future episodes via the link in the show notes - I'd love to address your specific challenges in upcoming Q&A segments.
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