In this month’s column, we profile the fifth and final area of distinction that the adviser of the future will need to possess.
At this level of contribution, you are known as an indispensable partner to the companies, stakeholders and individuals you serve. Achieving this level of differentiation requires adopting a mindset that is fueled by a passionate desire to impact others.
Satisfaction comes from making a difference and the ability to exercise your curiosity to discern what is important from both a professional, as well as personal perspective. You relate and empathize with all types of people, thus establishing a connection that is genuine, authentic and trustworthy.
As an indispensable partner, you are recognized for your resourcefulness, wisdom and intuition by providing unique perspectives that people take notice of. Engaged in matters of extreme importance that transcend your core area of specialization, you are considered a deep generalist that draws upon a litany of life experiences to provide thoughtful insights, guidance and advice.
To illustrate how the indispensable partner impacts others in a profound manner, I wanted to share a recent story.
A long-time business connection who achieved national prominence had shared on a few occasions how awesome it would be to deliver a TEDx talk. This was a dream for this individual, realizing that only 50,000 speakers have been selected globally. These speakers amassed more than one billion views since its inception.
Knowing the importance and meaning to this person, this individual decided to contact the coordinator of the local TEDx event. He proceeded to endorse his business connection and described how he would contribute to the overall event experience. The coordinator agreed to meet in person before an audition would take place. After going through the selection process, he was chosen to be one of the speakers.
At the event, the person who played a vital role in creating this possibility appeared from the crowd and embraced his friend after delivering a memorable presentation.
Even though this may appear to be a difficult feat to replicate, it demonstrates that when we take a genuine interest in the people that matter in our lives, anything is possible. As you reflect upon these insights, it is important to recognize that by extending our view of how we can impact others through intent and action, we can distinguish ourselves while creating a lasting impression.
We must be willing to invest the requisite time and energy to serve others. By adopting this mindset, we are in a unique position to maximize our contribution and be viewed as an indispensable partner.
I close with a great quote from leadership author John C. Maxwell that captures the essence of how this type of individual views the world: “The more you value people, put yourself into their world, and seek to add value to them, the better your life will be.”
Marc Rosen is co-founder at The Client Experience Institute; president, The Vector Group LLC
