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Paving a Unique Path, the Value of Authenticity, and Navigating the Emotional Aspects of High Net Worth Clients with Megan Gorman
Manage episode 387975418 series 3534672
Το περιεχόμενο παρέχεται από το Ivan Aubuchon and Buckingham Wealth Partners. Όλο το περιεχόμενο podcast, συμπεριλαμβανομένων των επεισοδίων, των γραφικών και των περιγραφών podcast, μεταφορτώνεται και παρέχεται απευθείας από τον Ivan Aubuchon and Buckingham Wealth Partners ή τον συνεργάτη της πλατφόρμας podcast. Εάν πιστεύετε ότι κάποιος χρησιμοποιεί το έργο σας που προστατεύεται από πνευματικά δικαιώματα χωρίς την άδειά σας, μπορείτε να ακολουθήσετε τη διαδικασία που περιγράφεται εδώ https://el.player.fm/legal.
As advisors eager to please and develop relationships with clients, it’s tempting to become a true chameleon. Blending in with every client, transforming into their reflection, and establishing such harsh boundaries that clients never meet the real you. Although there’s a time for mirroring clients, Megan Gorman believes in the power of authenticity when it comes to building close-knit relationships and fostering client loyalty.
Founder of Chequers Financial Management in San Francisco, Megan’s commitment to authenticity solidified her company’s tremendous growth over the past seven years. Specializing in high net worth clients, the chaos and emotion involved in high stakes financial decisions means that establishing close relationships with clients is all the more essential for the success of her business. Not to mention, having the backing of a team whose desire it is to learn and grow.
In this episode, Steve and Megan discuss the importance of paving your own path as an advisor, how to establish and maintain close relationships with clients, the one aspect of her business that Megan outsources, and what she believes is the real meaning of wealth.
Key Takeaways
- [01:11] - An introduction to Megan and Chequers Financial Management.
- [03:22] - What Megan looks for in potential team members.
- [03:46] - What Megan’s client niche is.
- [06:13] - Why Megan believes in authenticity and helping clients feel respected.
- [13:32] - How to remain an expert on everything while planning holistically.
- [20:00] - How to start the conversation with a potential client.
- [23:41] - How Megan developed her theory on authenticity.
- [30:49] - Why it’s important to have a point of view and remember what wealth really means.
- [35:30] - How to add value in a client relationship.
- [36:48] - How Megan finds referrals and grows her business.
- [39:40] - What Megan would change looking back at her career as an advisor.
Quotes
[05:22] - “When you’re an advisor you have to make choices on boundaries and where you’re going to let clients in and where you’re not. And there’s no right or wrong way to do it, I think you have to find what’s authentic to you. And the clients are drawn to advisors who are authentic. The ones who are the biggest successes, they are authentic and they are true to themselves regardless of what that style is.” ~ Megan Gorman
[11:37] - “You can connect with clients, you can be authentic with clients, you can emotionally engage and be an empath with them, but never forget that if we’re doing our job properly, we are also merely a mirror.” ~ Megan Gorman
[16:22] - “When you get into these high net worth and ultra high net worth clients, there's a lot of moving pieces: there’s the technical, there’s the decision-making, and then there’s the emotional. And you’re trying to balance all of them. And so when you work in that space, being close with the client, understanding that client, is really really really important.” ~ Megan Gorman
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