The Soul of the Matter: Respect

Mary L. Duwe, CFP®, Master Coach

You already know that in order to have a successful client relationship, there are several competencies that you must have. Two of them are the abilities to: (1) connect at a deep and personal level and (2) have intentionally respectful interactions with your clients and prospects. In order for us to experience this sense of connectivity with our clients, we need to understand them in a new way.

Ask yourself the following question: “When I look at my clients, what parts of their life, hopes, and dreams do I see?” Advisors who have developed this intuitiveness and deep sense of respect for their clients have the confidence to share themselves freely and see their clients in a whole new light. These advisors are some of the most fulfilled among us, both spiritually and financially.  Are you one of them?

When we connect with our clients in this way, it allows us to grow as advisors in profound ways. Respectfully interacting with them will cause us to grow, and that growth produces a unique personal and bountiful harvest.

How can you respect, connect, and share yourself with your clients? It’s pretty simple: share yourself authentically by sharing your unique nature and your special advantages in life. Be real.  Be yourself.  What will follow is a realization that as you interact with your client this way, your life will be positively impacted as well. This is the beginning of a “symbiotic” relationship between you and your client. It is similar to the relationship between seed, soil, and sun:  it occurs as a result of the relationship between all of the parts. The whole becomes far greater than the sum of its parts.

Authenticity is the greatest expression of this approach. It honors and respects the past, present, and future of your client’s life. To approach life and client relationships with the knowledge that we are all equal is an insightful and personal awakening. Both client and advisor hold an important and respected part of the greater whole and the greater goal.  Without respect for each person individually, the relationship is simply incomplete and will not last.  Without respect for each person individually, we will never fully move from the boiler room to the living room.

As advisors, we are fortunate to be able to relate, connect, and become close to our clients as we explore the many unique relationships we have with them. A successful relationship can be as simple as being considerate to the person who answers the phone when you call. There is a large network of individuals that make up the web of life. You will share more deeply with some individuals than others; however, all human beings want and need to be respected. The more respectful you become when interacting with others, the more satisfied you’ll become with your own life. By respecting, honoring, and cherishing the uniqueness of others, both you and your clients will feel fulfilled and successful.

Mary L. Duwe, a veteran advisor, Certified Financial Planner®, and Master Coach, brings a depth of experience and desire to help advisors improve their lives and practices. She has practiced as a successful financial planner since 1984 and is licensed in securities, life insurance, and real estate. Mary has a BS in Psychology and received her coach training from CoachU. She continued her training with the Graduate School of Coaching, Legacy Learning (Franklin Covey Coaching) and has completed the Emotional Competence Inventory Accreditation (EIC). As an experienced Emotional Intelligence Development Coach, Mary works with advisors to reorient their lives and their businesses for greater success, meaning, and fulfillment. Mary is the master coach for Mitch Anthony’s Institute of Financial Life Planning. She prepares financial advisors to deepen their client relationships and coaches the process of Financial Life Planning. According to Mary, “The right conversation will make all the difference.” Contact Mary at mary@maryduwe.com or mary@mitchanthony.com. Phone: 715-693-8002.

© 2007 Mary Duwe