What is a True Trusted Advisor?
Think about it… in your life you only have a handful of True trusted advisors. Perhaps your doctor, attorney, CPA and maybe close family members. Now think about the traits of what gives these people this distinction. We believe there are eight key traits to being a True Trusted Advisor, and this is how we do business at Kitashima Wealth Advisors.
1. A True Trusted Advisor listens
When you go to your doctor with an ache or pain, the doctor doesn’t tell you all about him/herself, how great of a doctor they are, what degrees they have earned and all about the products and services they offer. They simply ask, “so, what’s going on?” and/or “Where does it hurt?” After a lot of listening, they examine you, run tests, etc. Then, and only then, do they diagnose your situation and recommend a strategy to help cure what ails you. The question we ask is why should and/or would you settle for anything different?
2. A True Trusted Advisor is in it for a long-term relationship, not short-term gain
The majority of our client’s stay with us when they start with us, some even going back to when we first started many years ago. There have been many surveys about what people are looking for in a trusted advisor (doctor, attorney, financial advisor, etc.), and what typically ranks the highest is one that is committed to a long-term relationship.
3. A True Trusted Advisor puts your interests in front of their own. Always.
There have also been many surveys that have shown clients do not truly believe that firms put their interests above their own. As David Maister puts it in his book The Trusted Advisor, “There is no greater source of distrust than advisors who appear to be more interested in themselves than in trying to be of service to their client.” However a True Trusted Advisor understands that always putting the client’s interest first builds trust, which is the single most important element you should look for.
4. A True Trusted Advisor is genuinely interested in you.
Dale Carnegie was right on when he said, “You can make more money in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.” OK, he actually used the word “friends” instead of “money,” but the philosophy is applicable. True Trusted Advisors are genuinely interested in their clients. A good friend once said, “Even though your clients and contacts won’t all become your best friends, it would probably be good if they at least all liked you!” We agree, and believe in the old adage about people tend to want to do business with people they know, like, connect with, and come to trust.
5. A True Trusted Advisor works hard to understand their client’s underlying interests not just surface “wants”
As Steven Covey so succinctly puts it in his book The Seven Habits of Highly Effective People, “Seek first to understand and then to be understood.” There is more to being a True Trusted Advisor than just jumping whenever someone asks you to. You have to take the time to dig below the surface, analyze the situation with unique perspective and understand why a client is asking what they are asking. What’s motivating them to do that? What underlying interests are causing them to take certain positions on matters? What really are their end goals?
6. A True Trusted Advisor is reliable and does what they say they will do
Another quote we love around here is Fredrich Nietzche’s, “I’m not upset that you lied to me, I’m upset that from now on I can’t believe you.” This point is pretty straight forward. Do what you say you’re going to do, and deliver on commitments… even the small ones.
7. A True Trusted Advisor is credible (but doesn’t feel the need to try too hard!)
Credibility is important. Experience is important. Continuing education is important. Knowing when to say “No, we’re not the right firm to help you on this, but let me give you a few recommendations” is important.
8. A True Trusted Advisor is genuinely passionate
For our last point, we will quote yet more surveys. In surveys done by firms from Deloitte to CEO.com, passion consistently ranks as the top attribute for executives and advisors in virtually every industry. If it’s not already abundantly clear, we genuinely love what we do, and that naturally shines through. And… we are genuinely passionate about what you do. We love digging in, using our experience and perspective to develop unique strategies that, at the end of the day, make a difference in the lives of our clients. We are genuinely interested in the challenges you face, and both creative & passionate about the opportunities you have. THIS is what you should expect when you do business with Kitashima Wealth Advisors.