The Perfect RIA Encore Episode: Client Relationships And Connections With Guest David Gow
Oct 17, 2025
David Gow, a Scottish financial planner renowned for his focus on client relationships, joins to share insights on building trust through empathetic client meetings. He discusses the importance of self-reflection and reveals how asking powerful questions can transform conversations. David emphasizes that understanding client emotions and priorities evolves over time, enhancing long-term relationships. He concludes meetings by asking clients how they feel, underlining the value of emotional rapport in financial advising.
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Episode notes
Turning Points From Client Confessions
- David Gow recounts three consecutive client meetings where clients disclosed deep personal struggles like alcoholism, divorce, and terminal illness.
- These moments made him realize his role was as a trusted advisor, not just a financial planner.
Value Shifts Over Client Lifecycles
- Demographic data and NPS scores underplayed what clients truly valued over time.
- Over years clients cared less about progress and returns and more about personal knowledge and a sense of security.
Use Frequent Search Meetings
- Do run frequent discovery/search meetings to accelerate learning and build wisdom from experience.
- Treat experience as a path to wisdom and deliberately schedule many client interactions.