on October 6, 2026
Most of the best financial advisors I’ve known have a service mindset. That statement may strike some as strange, given that this is a profession centered around money. As we all know, money and finance get a bad rap, since they are often associated with greed, power, and even dishonesty. While that can be true at times, it is equally true that there are countless financial advisors in the investment industry who are genuinely kind and caring, and they put their clients’ needs first at all times. I am fortunate to work in an office where this mentality is the norm.
What is a Service Mindset?
I recently asked my employees to participate in a personality evaluation to learn more about them and their perspectives. Amazingly, our results were all similar. We all placed a high value on service to others, prioritizing loyalty and helpfulness. We are a people-focused group that wants to make others feel valued, cared for, and heard. In other words, we all have a service mindset.
To me, having a service mindset means placing the needs of others first, no matter what. It means truly caring about the person across the table, attempting to understand them and their situation, and doing what you can to help them.
For financial advisors, this means ignoring our own potential financial gains and offering the best advice we can. For example, if a financial advisor charges a fee based on a client’s assets under management (AUM), they stand to gain more money if the client’s AUM increases. But what if that client asks the financial advisor about donating a large portion of their assets to charity? Or starting an endowment? A selfish financial advisor may steer the client away from this idea or recommend that they donate a nominal amount of their wealth. However, a service-minded financial advisor will recognize the importance of this action to their client. They will have an earnest talk about how much the client can safely give away while still maintaining financial security. Their own financial gains will not enter the picture at all.
Finding a Service-Minded Financial Advisor
It can be tough to know just how service-minded a financial advisor is, but there will always be signs. A financial advisor who prioritizes people over profit will take the time to get to know their clients, especially at the beginning of the relationship. They will ask good questions, thoroughly and thoughtfully consider the client’s situation, and explain the options in plain English. A service-minded financial advisor doesn’t push products or insist their clients follow a certain path. Rather, they offer options and guidance.
Additionally, any financial advisor who values their clients will do their best to be forthright and transparent, even if that means disclosing a conflict of interest. Honesty is paramount in financial advising relationships, and clients will often recognize when someone is not being fully transparent with them. Trust your gut and, when in doubt, have a lawyer review any contracts before signing on the dotted line.
Working with someone who has your back and genuinely cares about you is invaluable. As a financial advisor and owner of my own firm, I strive everyday to put my people first and embrace a service mentality, and I’m happy to work among other financial professionals who do the same. Financial security is one of the most important pillars of a person’s life, and we take that responsibility seriously. If you are an individual investor, never settle for a financial advisor who isn’t fully on your team. Instead, look for someone who truly cares and is committed to a service mentality.