More and more, I’m beginning to realize that my favorite characteristic of any prospective client is open mindedness. I’ve spoken with many individuals who have told me, “there’s no way I am becoming a client because… *enter excuse*”. Sometimes they have a valid reason, sometimes they don’t. Sometimes it takes a little digging for them to realize how we can help. A couple of recent client situations may be enlightening. 

One individual, when I originally spoke to him, told me that he was not interested in being a client because he had a “long term” relationship with his guy. My comment to him was, “If and when you are open to another perspective, contact me, because none of us know what we don’t know and maybe we can help”. A little time went by – he pondered my input – he is now a client. 

Another example. A prospective client was intrigued by our investment model but had a multi decade relationship with his “group” (I guess that’s better than a guy). He was a very analytical guy who met with us on multiple occasions. Again, the conversation turned in to behavior because of his open mindedness and our willingness to meet him and his family where he was. He recently moved over a portion of his portfolio to us. 

A third one. I was told recently that a couple would not be joining as clients because they didn’t think they had any issues. I agreed, but followed up to ask them about certain issues we had seen in other families, and proceeded to solve. After a brief chat, they agreed that maybe they did have an issue (or three). 

The common characteristic amongst each of these new clients was their open mindedness. Taking a second look at something as important as your financial situation is always a good idea. I think many people have their mind made up and don’t want things to get complicated or confusing. We believe there is a better answer – open your mind we may be able to enhance your portfolio and simplify your situation.

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