Latest Articles

Nurture Empathy

Nurture Empathy

Humans have an uncanny ability to detect whether or not another person is fully present to us. Little things give us away like a furtive glance at the cell phone, a slight rotation of the wrist with a watch, or a peripheral look at the clock on the wall. And then...

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Asking Tough Questions

Asking Tough Questions

Following a presentation I made to a class of new advisors, a member of that class of 75 came to me in the hall with a question about discovery. “Are asking questions about a client’s life story, family, family-of-origin issues around work, money, investments, health,...

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Introductions

Introductions

Early on in the business, mentors taught us to offer our services to clients in such a way they naturally introduce us to others. Makes sense, doesn’t it?  The reality, however, is not quite that simple or obvious. Client introductions – which I prefer over the word...

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Embracing Your Role

Embracing Your Role

On many occasions, I had the privilege of speaking to classes of new advisors with my firm. Reflecting on those presentations, it occurred to me that I would often fail to address the importance of being in a role as an advisor. Embracing our role as financial...

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The Year’s Last Days

The Year’s Last Days

Here’s a simple idea for these last days of 2023. Many readers may not even get this until next year; you’ve already signed off, taking these last days to be with family and enjoy some well-deserved down time. But if you’re at your desk this short week, here’s...

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The Season of Light

The Season of Light

The holiday season is awash in light. Cities and neighborhoods, businesses and homes are festooned with a brightness that, at least for these few weeks, pushes back the longer nights, punching holes in the darkness. For people of Christian faith, the season of Advent...

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Holiday Reminder

Holiday Reminder

Thanksgiving, Black Friday, and Cyber Monday are all behind us. But then again, when Black Friday begins in early November, the shopping season seems more consuming now than ever! How do we maximize the next few weeks when engaging our clients? When I was active in...

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Family, Stories, and Thanksgiving

Family, Stories, and Thanksgiving

An often-overlooked insight into a client’s financial perspective bubbles up when asking about the family’s history.  “Tell me about home; where you grew up, your parents, and a couple of warm memories from your family of origin.”  When you ask that question, notice...

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Connecting With Curiosity

Connecting With Curiosity

Cats are curious creatures. Winston, our 11 year old Tonkinese, reverts to kitten status when we roll a ball across the floor or toss a toy mouse up in the air. He is innately curious; we activate that curiosity with a ball or toy. We of the human species are, like...

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The Pause

The Pause

In all candor, on any given day of the week, all of us are at mid-life -- in the midst of the life given us – mindful of what is past but unaware of what may lie ahead coming at us as quickly as taking the next call. In these pre-holiday, mid-October days, what if you...

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Vulnerability

Vulnerability

Years ago, when our oldest turned 15 and secured his learner’s permit, my older attorney sister asked me how much umbrella liability coverage Kathie and I had.  I responded, “None!”  She reminded me that over the course of the next 2 years, our liabilities on the road...

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Conflict

Conflict

Conflict is a tenured resident in almost every human relationship. I suspect in honest moments, our most challenging conflicts meet us in the corridors of our own individual selves. We wrestle with values, beliefs, morality, prejudices, loves, hates, likes, dislikes,...

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Families with Special Needs

Families with Special Needs

There may be no more difficult and demanding family challenge than caring and providing for a special needs child. Over the last 40 years, I have been with couples in the hospital when they first learned their newborn had Down Syndrome or another cognitive disability....

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A Client’s Highest Compliment

A Client’s Highest Compliment

I remember working closely with a family and their young adult children who, over several months, asked us to take them through our planning process and bring their portfolios under our management.  Small business owners, we learned this family also owned property...

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Procrastination Hides Other Issues

Procrastination Hides Other Issues

When a client says, “I need to think about it,” “Let me get back to you on that one,” or “I don’t feel good about moving forward,” they may be telling you more than they realize. To be clear, there are times when waiting is not only needed but required. In my...

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Empty Nest Surprises

Empty Nest Surprises

Summer is the season when many families change. Seniors graduate from high school and college. Children often marry in the summer months. A job change may require relocation.  I remember vividly a conversation I had with my mother 26 years ago when our oldest son...

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Money or Behavior?

Money or Behavior?

No one is in the financial services business long before having a conversation with a prospect or client clawing through money problems. Credit card debt, a house-poor mortgage, student loan payments, private school tuition, car payments, and the basic cost of...

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Three Easy Calls

Three Easy Calls

The first day of summer is but a few days away. If you’re like me, the summer solstice shows up when most of us have already morphed into the change of pace that comes with warmer weather. That is unless you live in Asheville, NC where our furnace fired up last week...

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A clarion call to lead with purpose, Cadence of Care offers a wise and practical guide to deepening and enriching client relationships.

- Robert B. Seaberg, Ph.D. Intersect Consulting, LLC

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Tim Owings understands what all the great ones know. People who trust you are far more important than all the product knowledge in the world.

- Don Connelly
Don Connelly Associates​

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The concepts Tim Owings shares in his book provide a comprehensive blueprint to integrate into practice.

- Marc D. Miller, Ph.D.,
Dean of the School of Business, Henderson State University