STEP FOUR

Relate

My favorite book as a child was How to Win Friends and Influence People by Dale Carnegie. I’ve read it dozens of times because I was clear at an early age that whatever I ended doing in life would involve the world’s more precious resource: people. We are all in the people business! However, every institution and process dealing with money I’ve experienced has this in common: they focus on transactions rather than relationships.

To prioritize relationship means that cultivating strong, authentic, caring human connection is valued over and above returns on investments and measurable results. It means recognizing that rather than the cash, relationships are an institution’s greatest asset, even for one that is focused on money. ...

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