I have a client with a very small amount of money that I agreed to work with as she was a referral from another lager client two years. I normally would not taken on a client with a such a small portfolio ($25.000). I recommended changes to her portfolio when she became a client that have resulted in the 13% compounded turn over the last two years. It was agreed that we would meet in December each year to conduct an annual review and she was free to call anytime she questions or concerns. We have not heard from this client in that 2 year period. I reached out to her last week by telephone and got answering service that did not identify who’s number I had reached so I chose not to leave a message and instead sent a e-mail to the address on file.

With no response I asked my assistant to reach out and try to book a time with her to speak on the phone. My assistant reached her yesterday only to get a lecture about she has not heard from me in two years, how she does not trust me and that she does not answer her phone due to all the unsolicited calls she gets and she never uses the computer. 

When I learned of this I got upset and angry(drama Triangle) how could she possible say these things. I called her back and got her voice mail, this time I left a detailed message suggesting that if she indeed did not trust me than she should move her account to someone that she did trust. I referenced the fact that we agreed to a Dec annual review and that if she did not returns calls and e-mails it is difficult to conduct those reviews. I also let her know that she had a compound return of 13% and that I was recommended changes to her portfolio at this time.

In game filming these events last night I realized what I let happen, I acted as victim when I should have been more curious and used my conscious communication skills to understand why she was saying these things. I might have been able to engage her in an conversation were I could used active listening to gain insight into her reasons for saying these things. Why do I feel that I fell in old habits in this situation, I have been under a fair amount of stress for the last 6 months due to staffing issues. Lessons learned are many in this example but the biggest one that I gapped on is recalibration!

Had I gone through the recalibration exercise after learning of her feelings maybe I would  have been more present and done what I spent the last year learning and practicing. 

I appreciate that I have learned the skills to be able to recognize what happened yesterday quickly and make the necessary adjustment today so that I show up more present today.

I am also please that I have gain the confidence to share this with you my classmates and facility at Stagen as a year year ago I would never allowed my self to be this vulnerable.

I am grateful to each and every one of you as I learned from each of you through your posts and our interaction in class and on the tele conference calls. 

Thank you.

Regards                Neal Owen President

BlueRock Wealth Management Inc.  115 Hurontario  St. Suite 201 Collingwood, Ontario L9Z 3Z5 705-443-5599 ext 1241