You've Been Framed

Introduction

This book is built on the following premise: Financial advising is a noble profession. As a financial industry veteran of more than 25 years, I have been witness to the amazing work that advisors do every day to help other people live satisfying, fulfilling, and successful lives.

Financial professionals do meaningful work. They help their clients to design the lives they want to lead and then help them live to the fullest, whether by guiding clients through the challenges of transitioning toward retirement, preparing for and selling a family-owned business when there is no next generation to take it over, making adjustments to original plans because of a divorce, or sending a child to the college of his or her choice. Financial professionals provide support to clients taking care of unexpected health care costs with aging parents and are there as clients work through the financial and maybe even emotional implications of a spouse’s death. The most effective financial advisors also speak to their clients about philanthropic giving, endowment work, and setting up trusts, helping to create a positive influence that radiates out into society.

I call it impact work. Why? Because when advisors do their jobs well, not only does their work impact this generation, but it also carries forward through multiple generations. If a financial advisor does a great job with his or her client, that client’s children and grandchildren will be better off because of that partnership, ...