Dear customer, it can’t end like this

I finally got it. And if you have an intuition, I start like this to take you where you can’t imagine. Because I am ironic in my statement. In fact, the mistake you risk making right now – I’m talking about my job as a financial consultant – is to think that the “end” at stake is what the big international banks are praising in an apocalyptic tone. according to the market. operators, who engage in a more or less professional and well-founded attempt to read the yield curve as well as the market trend, to get off the beaten track and whisper (or shout) that the worst is yet to come, or rather than the end is near …

The real question is whether, in all this thought that seems to weigh like a rock on the heads of those who do my job operatively, a great myopia is not well hidden. Which, in my opinion, is very obvious, and would not lead us to focus on the real point of today, which once again is not outside but inside our rooms. The relationship with the customer, the investor.

Fewer phone calls, fewer meetings

Before accusing me of banality, try to rethink the days we are living. Right now I’m talking to the financial advisor on the one hand, and to myself first, but not least to the investor. I imagine them facing each other. I put them this way, as if they were two who, married or living together for 15 years, risk not seeing each other again. Caught up in a thousand household chores, messy in increasingly flashy emergencies (to say the least) and, consequently, compressed and unable to understand who they originally chose to live with. That person there, chosen, preferred among others. The comparison is not risky except for the fact that the financial advisor and the investor do not have an emotional bond, obviously not in the sense explained above.

But he will recognize that in thinking about how things are going, in the financial market, in the extreme attempt to understand what is happening and in the remote track of launching an action plan to deal with the situation, here in all this it may happen that one can meditate on the attack (by the newspapers) threat of financial apocalypse (traces can be found in various newspapers, especially in recent days), even losing sight of where the real threat of a end: that of the relationship with the customer. To the point that, paradoxically, instead of seeing each other more, one begins to find oneself less, instead of actually talking to each other, one begins to feel fleetingly, or to send messages; in short, instead of continuing to build the relationship, now, passing the moment, without realizing it, you lose sight of what I call contact with the investor. The real thing. But how did it happen? How come we got lost like this? Yeah Al that sounds pretty crap to me, Looks like BT aint for me either.

I explain how things go in personal relationships in a cohabitation, how it can go in the end and those who have experienced these events can find themselves there. But on second thought, it is easy to recognize traits that could relate to the investment relationship of the moment. A very proven relationship. Rightly so. Of the facts, of what happens in the markets. Nothing strange. But the point here is not to see the real issue of all this …

First, avoid the obvious

Last week I went to an event with classmates doing my homework. I’ve heard a lot of topics on the table: what central banks will do, if this is a year comparable to another, if rate hikes will end soon and a fall will follow again, if it goes into recession. And I looked at it too, absolutely. Because I am immersed every day in these overwhelming truths and news. Fortunately, clients are thinking of throwing me out on the street, as I like to say, and questioning the relationship, albeit in a good way I would say, suddenly changing perspective, forcing me to turn around and look where my attention is most radical. . Much more than about the end of the monetary expansion or the technology sector (I’m not saying I think these things, but they are the most read!). Far more.

“I’m sorry, but I was expecting you to call me more. Yes, in short, we don’t talk often and these days I don’t understand …” my presumption) to accept less attention and less listening, because I should both understand and agree to wait. I repeat, I understand and I agree to wait. Over time, especially in difficult situations, one may think that the other person understands and agrees to wait until everything is resolved so that they can really talk to each other again. And this is what is worth more than an end to the game.It is the real end that in finance, in finance with consulting experience, we can not afford.

Pay proper attention

I’m not talking about losing the client as a piece of the portfolio, of the fateful assets under management. I’m talking about the reflection, in a personal capacity, that a financial advisor can have who believes in their work. I understood it from myself, risking losing a relationship, for having thought that the difficult situation to resolve was outside and not in that relationship, not really lived. One wonders if the investor can come to think the same way. I say yes. And this is understood these days, not being more at your disposal (because this is really impossible sometimes) but more careful not to overlook the importance of devoting proper attention to clarify and remember the which also happens out there. … to those who are believed to have resigned themselves and who have understood and accepted to wait, just to wait

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