The power of conversations

One Monday afternoon in late June, I had a great call with a long-time reader of InvestmentNews that sent me off on vacation with a skip in my step, because it reminded me of the power of connecting through conversation.

We connected after he sent an email critique of recent work. Calls that start on the premise of criticism can go two ways, but he offered the time, so I took the chance and it turned out to be tremendous, with two direct takeaways.

First, we discussed that InvestmentNews’ awards and recognitions don’t highlight long-careered advisers. The point is well made. We highlight the young (40 Under 40), the diverse (DEI Awards) and the iconic (Icons & Innovators). But we don’t currently have a way to highlight those practitioners who have honored the profession quietly and well. If you have ideas, send them my way ([email protected]) I’d love to hear them, because there’s something to be said for recognizing stalwarts of the profession.

Then we moved on to discussing how the business has changed, and he shared how powerful making a personal connection has been for his business. He’s built his practice through referrals, which he’s found very rewarding. And he shared how the success came from engaging in the community. By volunteering and sharing your passions, people get to talk to you and to know you, and when they know you, they are pleased to recommend you.

So do as so many other advisers have done and engage in your community.