“This is what it’s all about,” he said. “This is why I pay you your fees.”

I listened. “J.D., it’s not the performance – which has been great – or the wonderful dinners,” he continued. “It’s the ability to speak with you about anything and have you listen and advise. You have become my confidante.”

This is what great advisors do. We advise. We listen. We guide.

It is NOT about short-term returns, although those are important. It’s about giving long-term counsel, keeping them on track to hit their goals, while always adjusting to life.

Those are the real results people want!

This holds true with all advisory relationships. Whether you’re an attorney, a CPA, or anyone else, it’s about the guidance and the steady hand.

In an age of automation, AI, and so much else, what makes the difference is the relationship we, as the advisor, have with our clients. Really with any relationship.

As we continue to see this AI Age evolve, that guidance and steady hand will become increasingly more important.

Who you trust will become even more important.

For our clients, we must be that sounding board and always be there, never forgetting that they’ve placed their faith in us.

-J.D.