When doing business with professionals in high-intensity
industries, there should be certain common personality traits that
you look for in that person.
When doing business with professionals in high-intensity industries, there should be certain common personality traits that you look for in that person. Whether it’s important legal matters, integral tax concerns, indecisive investment materialities, future funeral arrangements, etc., I believe you should identify the type of person that you are looking to trust.
Important decisions must involve the best advice possible. Does that person mirror your personal mannerisms? Does a “nice person,” a real “sweetie” do the job? Does facial hair turn you off? (Men only.) What kind of car do they drive? Do you actually care about these things?
Before doing business with an attorney, a CPA and an insurance agent, I want them to pass my personal litmus test. Peace of mind, right? Yes! And I trust the professionals I chose 100 percent. Without them, personal and business life would be a real nightmare.
This person that is pursuing my business must look at me in the eye when speaking to me. Have you ever engaged in a conversation where when the other person intensifies their purpose and approaches the punch line, their eyes veer off into the sky? It can feel like their pitch is not genuine.
Maybe they wouldn’t even buy from themselves. I had a business law professor in college who for the entire semester never once took his eyes off of the ceiling. I wanted to Velcro my back to the acoustics so that I would feel like he cared about me. Proper eye contact is a trust issue.
This person who is attempting to obtain my business must listen to everything I have to say. Even if I’m babbling, he or she should show the respect to let me complete my paragraph. Moreover, while they wait for me to finish, they should look me directly in the eye. How do you feel when someone in the customer service department answers your question before you finish it? It probably feels like they are either fed up with “whiners” like you or they’re more interested in going to lunch. In order for a businessperson in an important position to prove that they are fully competent, they must first listen to the reason I am in their office.
This person that wants me as a client must dress appropriately. If I’m buying chicken manure at Rancher’s Feed, I’ll probably be dealing with a person in jeans and boots. If I need a contractor, there may be tools and a rugged truck in the equation. Some people feel like at the mortuary, a suit, tie and a toupee are standard. What do you expect your professional in a high-intensity industry to dress like?
If that person errs, it should be on the dressy or conservative side. It shows that this professional cares enough about me to attempt to make a good impression. A well-groomed, well-spoken, clean person can earn quick points. An underdressed bloke with bad grammar, bad breath, a shaggy haircut, a dirty car and who’s late gets cut off.
If your daughter brought her husband-to-be to your house for dinner for the first time, how would you feel if he wore old jeans, tracked dirt on your carpet, sported a backwards baseball cap, proactively cussed and lit a cigarette at the table? And for an encore, what if he started a debate with you while aggressively disagreeing with your religion and politics? Would you offer them a down payment on their new house together?
My aim here is to help you in choosing which professional to work with. I learned early on that decisions in this area are critical. In Hollister, I have found that people prefer to work with a local person if possible. That’s admirable, but trust your instincts first. A personal referral is powerful. You may want to ask someone you respect and admire to share with you the person they work with in a particular area. If they’re happy, chances are you will be as well. If a referral is not possible, feel your way through the process, while the whole time looking for the characteristics in that person that are important to you.
Jeff Welch helps individuals with long-term financial planning. He is a registered representative of and securities offered through Financial Network Investment Corporation, member SIPC. His office is located at 339 Seventh St. in Hollister. Phone 630-1525.
