Listen

Description

Learn more at 3xEquity.com.

Will Guidara, recognized for his transformative influence on hospitality through his work at Eleven Madison Park, as well as his roles as writer, co-producer, and actor on the TV show The Bear and author of the New York Times bestseller Unreasonable Hospitality, offers insights that financial advisors can adapt to enhance client relationships and service. Here are a few key takeaways that advisors might consider:

1. Elevate Service to an Art Form: Guidara’s “Unreasonable Hospitality” emphasizes going above and beyond to make clients feel uniquely valued. For advisors, this means finding small, personal touches that can show clients they’re more than just numbers on a balance sheet. These touches can include remembering personal details, celebrating milestones, or providing thoughtful follow-up after major life events.


2. Listen Actively: Guidara suggests that real hospitality starts with listening and understanding what clients truly need. Financial advisors can incorporate this by conducting in-depth discussions with clients, focusing on their goals, fears, and motivations. Rather than assuming clients have similar priorities, listening to them individually allows for more tailored advice.


3. Create Memorable Experiences: Just as Guidara transformed dining into a memorable experience, advisors can do the same with client interactions. This could be as simple as hosting special events, providing thoughtful resources on topics clients care about, or making meetings more engaging. Memorable interactions lead to lasting impressions, which can strengthen client loyalty and trust.


4. Anticipate Needs: Guidara believes in the value of anticipating what a guest might want before they know it themselves. Advisors can use this by being proactive—whether by addressing market trends, anticipating questions during volatile periods, or providing relevant insights when life changes might impact financial plans.


5. Emphasize Culture and Teamwork: The culture Guidara fostered at Eleven Madison Park was a driving force behind its success. Advisors who lead teams can apply this lesson by building a culture of client-centered service within their practices. When everyone in the firm, from advisors to administrative staff, prioritizes client experience, it enhances the overall value clients receive.

By embracing Guidara’s client-centric philosophy and his father’s career advice to ‘Run toward what you want, as opposed to away from what you don’t want,’ financial advisors can cultivate enduring relationships while also navigating meaningful transitions in their professional journeys.

For advisors weighing the prospect of moving to a new broker-dealer, this mindset can help shape a meaningful and positive transition. Rather than feeling compelled to leave because of frustrations or limitations, advisors should evaluate what they genuinely want to gain from their new partnership.

Running ‘toward what you want’ could mean pursuing a broker-dealer that offers cutting-edge technology that enhances both advisor efficiency and client experience. It could also mean selecting a firm that provides a broader range of products to better serve diverse client needs or finding a structure with improved compensation through higher payouts or attractive transition bonuses.

Guidara’s life lesson highlights that transitions made with purpose and a clear destination in mind are more fulfilling and enduring. For advisors, this approach can lead to a smoother and more rewarding move, ultimately benefiting both their practice and their clients.

For advisors considering their next career move, partnering with a transition consultant like 3xEquity can provide clarity on what they should be running toward. Much like Guidara’s philosophy of taking care of employees so they can take care of customers, 3xEquity is committed to supporting advisors so they can focus on what matters most: their clients and goals.

READ MORE