Becoming an Intentional Connector
by Tony DiLeonardi
Research is clear, when the affluent client is asked what they
want most from their adviser, they reply with a more robust service
model and the fact that they want to be heard. Consider this:
- When the affluent are asked what they want from the financial
services sector: 77% say wealth management.
- When they were asked what they perceived they got from the
sector: 81% say product push.
What does wealth management mean? To me, and I think to
countless numbers of your clients, it means concierge service. It
means help me have a better, more comfortable life. It does not
mean jam more product and market insight at me. Stop selling
products and begin selling you as the trusted adviser-the one
person who can make my life better.
Let me explain it this way. I believe there are three types of
people walking around God's great planet. I will, for this example,
label them as follows:
- Intentional Disconnector
- Unintentional Connector
- Intentional Connector
In this nonscientific, but radically practical example, the
Intentional Disconnector is the person who deliberately wreaks
havoc on relationships. He/she is constantly complaining, creating
conflict, and looking for fights. They seek to destroy
relationships. They are often times the "victim." The good news is
that this group of people represents the vast minority; let's say
10%. If they are your employees or clients, fire them. If they are
in your family, God bless you.
The Unintentional Connector represents that largest group of
people; let's say 80% of the population. These are good
intentioned, hardworking men and women who simply by being alive,
conscious, and active in their life are connecting people to people
and creating mainly positive relationships. The challenge here is
that this group is doing it unintentionally. The results are good,
but they are unaware of the power of what they are doing in
Therefore, the "power" position is the Intentional Connector,
defined as practical and aware that relationships matter, they
drive results and understand that engaging with people in a
positive way is life changing. This small group of intentional,
positive relationship creators-or said differently, those who
create intimacy-will be happier and more successful. They clearly
look for new relationships and ways to go deeper into those
relationships. This is the place we want to spend most of our time.
If you can set yourself apart, be an intentional connector in
people's lives, you will be an intimate adviser and reap all that
is available to you.