When you’ve worked as a financial advisor for as long as I have, you develop a deep understanding of the importance of TRUST. Trust shouldn’t just be a vague idea, bandied around in ad campaigns. It should have clout. It should mean something.

I have found that the sturdiest foundations in our lives are built on trust—and they certainly aren’t built overnight. Trust is built in tiny increments, over time. It is built through honesty, integrity, and a willingness to be vulnerable.

You really have to open up others, put yourself out there, and show you are a human being. As a financial advisor, I try to be as genuine and candid with my clients as possible. If I don’t think a certain investment is right for them, I tell them. If I think they could be on the brink of a bad financial decision, I tell them. But, it also goes beyond that. I do my best to open up and connect with others on a personal level—a human level. I learn about them and their families. I get to know about their work, hobbies, personal struggles, goals and ambitions, and much more.

People can tell when you truly care. Engaging in a friendly, honest conversation is more than just small talk—it’s a way to create a bridge between you and the person across the table. It’s a way to build trust.

Another element of trust involves transparency. I firmly believe that my clients deserve to understand where and how their money is being invested. For many people, their financial portfolio feels like a foreign country…and they don’t speak the language! To help clients feel more comfortable with their finances, I make sure they are a part of the decision-making. After all, it’s their hard-earned money, and they should feel confident about their investments.

Part of that confidence, of course, also comes from having faith in me (as their advisor) and my abilities. I know my stuff, but they have to believe that I know my stuff. They have to believe that I will guide them to make well-educated investment decisions.

TRUST is a word that I fully embrace and believe in. Whether you’re dealing with a professional or personal relationship, trust is essential for open communication, peace of mind, and moving forward toward a common goal.

Are you letting yourself by vulnerable and human? Are you demonstrating to others that you genuinely care?

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