Your clients become your best friends.

“I need to take five minutes to talk business with you,” Tom said.

“I’ve got this large amount of money coming in, as you know, in the next six months. We have talked about alternatives for this money, but I haven’t seen anything from you on it,” he continued.

I listened intently.

“Our relationship is a 9.5 out of 10. You are amazing. You introduced me to the flight service. The car leasing company. You have always delivered when I needed you on wires and done any analysis I have needed. But you know, JD, I am a CPA and was a CFO for 28 years. I can invest this money on my own, too.”

I just sat and listened, made sure we looked at each other in the eyes, acknowledging how important this was to him.

“That said, I would never move the money from you that you have,” Tom went on. “But I need more for this new amount coming in. I don’t just want vanilla.”

“Tom, that is 100% on me,” I said. “You and I have spoken about this in the past. I was frankly just waiting on the money to arrive before having the discussion.”

“We are friends and sometimes with friendships we take advantage on the professional side,” I went on. “Like not communicating as well because we don’t feel like we have to. I apologize if that’s the case. I should have done better. That said, I will make sure this next block coming in will be invested exactly how you want it. I have never not heard you.”

“That is exactly what I was hoping you would say,” Tom said. “And what I admire about you is that you never make excuses.”

Trust and delivering on the intangibles are what EVERY business is about.

Having clear, honest conversations is part of that and cannot be denied.

True relationships are not easily replaced. They ALL start with establishing clear boundaries.

Always own the mistake and, above all else, communicate!

-J.D.