Recently I heard Steven G. Siegel, JD, LLM speak at a broker-dealer conference. Siegel is president of The Siegel Group, which provides consulting services to attorneys, accountants, business owners, family offices, and financial planners. Based in Morristown, New Jersey, the Group provides services throughout the United States.
His topic: The 2017 Tax Reform & Tax Law Changes.
I know what you are thinking. “CE. Continuing Education. (Yawn).
As always, Siegel spoke with authority, was witty and engaging, and covered a LOT of material. He condensed the 503 pages of the new tax reform to 90 minutes, and he was masterful. He spoke about how it would affect advisors’ clients. However, he said something at the end of his presentation that surpassed even his massive intellect. Here is what he said:
“Any time you have to talk to all of your clients it is all good. It takes time but you uncover opportunities”
Yes! The key to a successful practice is more than technical expertise. Building a successful practice requires expertise PLUS relationships. To have relationships you must talk to people. The more you talk to clients, the deeper the relationships. The deeper the relationships, the more they trust you. The result shows up as more uncovered needs, more solutions for the client, and more opportunities for you.
Drop the mic, Mr. Siegel.