Focus on the Destination
Let the client know your focus is on the long term picture (the destination) and not the products (the flight plan) and you’ll both successfully navigate a down market because you’ll arrive at the correct destination. --Lou Cassara
For financial advisors, the intention to safely guide a client’s financial plan into the future can be the conversational focus—that’s the crux of relationship after all. Advisors, like anyone else tied to the capital markets, can’t predict the future and can only “scan” the horizon, as Lou Cassara likes to say. So let the client know your focus is on the long term picture (the destination) and not the products (the flight plan) and you’ll both successfully navigate a down market because you’ll arrive at the correct destination.
-Lou Cassara, CEO of the Cassara Clinic, in Tips to Prevent a Dour Market from Affecting Client Relationships
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