Culture of Care Ebook (1) (PDF)

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1

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1

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E
i
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Wh
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Theei
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Gar
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mpor
t
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www.
f
ami
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ybhi
ve.
com

1

HNW Member
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ai
nt
.

www.
f
ami
l
ybhi
ve.
com

2

Thegui
dancef
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heHNW communi
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yandi
t
sadvi
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at
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ami
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Iam opt
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ct
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hani
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hwi
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West
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s;mostHNW I
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egoodatt
hi
s.Thenextst
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ti
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att
hi
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aget
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hsi
des,t
heHNW communi
t
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ar
tt
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i
f
tapar
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.I
fbot
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mpl
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t
hegui
dancei
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cl
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lt
henbot
hbei
nt
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op5%:t
hest
r
at
egi
cdoer
s.

www.
f
ami
l
ybhi
ve.
com

3

N
o
t
e
s
:

www.
f
ami
l
ybhi
ve.
com

4

1
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youwant
,youar
emor
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kel
yt
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fyoudon'
tknowwhatyouwant
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fway
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e,becauseyoudon'
tknowwher
eyouar
eheadi
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Pr
et
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yst
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ai
ght
f
or
war
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sn’
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I
ngoalset
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i
ng‘
S.
M.
A.
R.
T.
’
i
st
hewor
l
dl
eader
.Thi
si
sanacr
onym f
i
r
stcoi
nedbyPaulJ.Meyeri
nhi
s
book'
At
t
i
t
udei
sEver
yt
hi
ng'
.SMARTst
andsf
orspeci
f
i
c,measur
abl
e,achi
evabl
e,r
el
evantandt
i
mel
y
.
I
ti
snowwi
del
yaccept
edacr
ossal
lbusi
nesssect
or
sasbei
ngt
hemostsuccessf
ulmet
hodf
orgoal
set
t
i
ng.
Wher
edoesa'
Cul
t
ur
eofCar
e'
comei
nt
ot
hecommer
ci
alwor
l
dofgoalset
t
i
ng?Ther
ear
emanyHNW
I
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vi
dual
sandadvi
sor
swhoar
edr
i
venbybusi
nessgoal
s;t
heycar
el
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l
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hemsel
vesort
hei
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ami
l
i
es.
Whati
st
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ntofwor
ki
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fyouhavenot
i
mef
ort
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ove?
ACul
t
ur
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ei
saboutwor
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ngSMARTer
;butnothar
der
.I
nset
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i
ngoutyourgoal
s,puti
nsome
per
sonalones-spendmor
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i
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t
ht
heki
dsandpar
t
ner
,t
akeupani
nt
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estwhi
chmakesyouf
eel
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lwor
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aymakesusver
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opsusl
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et
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ul
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.
Fur
t
her
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i
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act
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or
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nt
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,whenyourl
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i
ngmuchmor
ef
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Whet
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ogetmor
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hi
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,or
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nt
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op5%;Thi
nkSMARTernothar
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.
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ear
esomeexampl
es:
S-Speci
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i
c:Gr
eatgoal
sar
ewel
l
def
i
nedandf
ocused.RyanBl
ai
rel
oquent
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yst
at
es,"
Themomentyou
f
ocusonagoal
,yourgoalbecomesamagnet
,pul
l
i
ngyouandyourr
esour
cest
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t
.Themor
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ocusedyourener
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hemor
epoweryougener
at
e.
"
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ear
esomesuggest
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ons,butmakesur
eyoumakeyourown:
HNW I
ndi
vi
dual
:Get
t
i
ngabet
t
err
et
ur
n,i
mpl
ement
i
ngasuccessi
onpl
an
Ownerofaweal
t
hadvi
sor
sbusi
ness:Mor
easset
sundermanagement
Cl
i
entf
aci
ngadvi
sor
:Mor
ecl
i
ent
s
Assi
st
ant
:Goodt
i
memanagement
,upt
odat
ewi
t
hi
ndust
r
ynews
Per
sonal
:Spendmor
et
i
mewi
t
hki
dsandpar
t
ner
M-Measur
abl
e:Agoalwi
t
houtameasur
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eout
comei
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onwi
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orscor
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.Number
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eanessent
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ness.Putconcr
et
enumber
si
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st
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fyou’
r
eont
r
ack.

www.
f
ami
l
ybhi
ve.
com

5

HNW I
ndi
vi
dual
:10% r
et
ur
n,l
i
stofasset
sdr
awnupandwhoi
st
osucceedmet
ot
hem
Ownerofaweal
t
hadvi
sor
sbusi
ness:£10m AUM
Cl
i
entf
aci
ngadvi
sor
:12newcl
i
ent
s
Assi
st
ant
:1,
800char
geabl
ehour
sayear
Per
sonal
:Takeki
dst
oschoolt
wi
ceaweek,t
akepar
t
neroutt
odi
nneronceamont
h
AAt
t
ai
nabl
e:Fart
ooof
t
en,HNW I
ndi
vi
dual
sandweal
t
hadvi
sor
ssetgoal
swhi
char
enotr
eal
i
st
i
c.You
canshootf
ort
hest
ar
s,buti
fyourgoal
sar
enotat
t
ai
nabl
eyouwi
l
lgetdespondentandgi
veup,or
wor
se-adj
ustyourgoal
st
oyourper
f
or
mance.
HNW I
ndi
vi
dual
:Resear
chwhatandwher
et
heser
et
ur
nsar
epossi
bl
eandt
her
i
sksyouneedt
o
acceptt
ogett
her
e,ar
eyoupr
epar
edf
ort
hatanddoyouradvi
sor
shavet
her
i
ghtat
t
i
t
udeand
exper
i
encet
ogetyout
her
e,i
fnotei
t
herchangeyouradvi
sor
soryourpr
oj
ect
i
ons
Ownerofaweal
t
hadvi
sor
sbusi
ness:Whatar
et
hei
ndust
r
ynor
msf
oryourbusi
ness?Wi
t
h
yourexi
st
i
ngst
af
fcanyoumat
chorexceedt
hem?
Cl
i
entf
aci
ngadvi
sor
:Whatdi
dyouachi
evel
astyearandwhatdi
dt
hebestandl
eastper
f
or
mi
ng
advi
sor
sachi
eve?I
swhatyouar
eset
t
i
ngdoabl
e?
Assi
st
ant
:Whati
st
hei
ndust
r
ynor
m andwhatdi
dyoudol
astyearandwhatar
et
her
esul
t
sof
yourcol
l
eagues?
Per
sonal
:Canyour
eal
i
st
i
cal
l
yt
akeyourki
dst
oschoolt
wi
ceaweek,maybei
twoul
dbebet
t
ert
o
dot
hi
ngsatt
heweekends?
R-Rel
evant
:Achi
evabl
egoal
sar
ebasedont
hecur
r
entcondi
t
i
onsandr
eal
i
t
i
esofyourenvi
r
onment
.
Youmaydesi
r
et
oi
ncr
easer
et
ur
nsorAUM,buti
ft
hemar
kethascr
ashedandyourbusi
nesshasr
ecent
l
y
mer
gedt
henyourgoal
smaynotber
el
evantt
ot
her
eal
i
t
i
es.Thet
r
i
cki
st
oant
i
ci
pat
e,notexcuse:
HNW I
ndi
vi
dual
:Resear
chmar
ketcondi
t
i
ons,whati
sont
hehor
i
zonwhi
chyouneedt
oant
i
ci
pat
e
t
obr
i
ngdownyourexpect
at
i
onsf
ort
hi
sf
or
t
hcomi
ngyear
Ownerofaweal
t
hadvi
sor
sbusi
ness:I
foneofyourcompet
i
t
or
shashadar
unofbadpr
ess,
per
hapsyoushoul
dbei
ncr
easi
ngyourpr
oj
ect
i
ons,andvi
cever
sa
Cl
i
entf
aci
ngadvi
sor
:Hast
heof
f
i
cet
akenonmor
est
af
f
,orhaveoneort
wol
ef
t
,orbeen
pr
omot
ed?Howwi
l
lt
hi
si
mpactonyourpr
oj
ect
i
ons?Ant
i
ci
pat
esot
hatyoucanexpectt
hi
ngswhi
ch
wi
l
lcr
opupdur
i
ngt
heyear
;t
r
yt
of
act
ori
nasmanyoft
hesevar
i
abl
esaspossi
bl
e
Assi
st
ant
:I
fyouhavet
ot
akemor
eexamsorCPDpoi
nt
s,t
hi
swi
l
li
mpactonyourchar
geabl
ehour
s,
f
act
ort
hi
si
nt
oyourpl
an;i
tshoul
dbeasaccur
at
east
hei
nf
or
mat
i
onyouhaveavai
l
abl
e
Per
sonal
:I
fyourki
dsar
eaboutt
ogot
oboar
di
ngschool
,t
hent
aki
ngt
hem t
oschooli
snol
onger
r
el
evant
,ai
mt
oseet
hem i
nar
ugbymat
chorf
enci
ngcompet
i
t
i
ont
wi
ceamont
h.Askt
hem what
t
heywoul
dl
i
keyout
odof
ort
hem

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f
ami
l
ybhi
ve.
com

6

T-Ti
mel
y:Busi
nessgoal
sandobj
ect
i
vesj
ustdon’
tgetdonewhent
her
ei
snot
i
mef
r
amet
i
edt
ot
he
goal
set
t
i
ngpr
ocess.Whet
heryourbusi
nessgoali
st
oi
ncr
easer
evenueby20% orf
i
nd5newcl
i
ent
s,
chooseat
i
mef
r
amet
oaccompl
i
shyourgoal
.
HNW I
ndi
vi
dual
:Deci
deat
i
mef
r
amei
nwhi
chyouwi
l
lr
esear
chwhet
heryourexi
st
i
ngadvi
sor
s
canmeetyourgoal
s.I
fnot
,howl
ongyouwi
l
lt
aket
or
esear
chsomeal
t
er
nat
i
ves?Howmuchand
f
orhowl
ongwi
l
lyouswi
t
ch;t
hesamef
oryoursuccessi
onpl
an?
Ownerofaweal
t
hadvi
sor
sbusi
ness:Howl
ongi
st
het
hr
eatoroppor
t
uni
t
ygoi
ngt
oper
si
st
?
Adj
ustyourt
i
meschedul
eandgoal
saccor
di
ngl
y
.
Cl
i
entf
aci
ngadvi
sor
:I
fyout
endt
opi
ckupcl
i
ent
sdur
i
ngt
heshoot
i
ngseason,adj
ustyourt
i
me
schedul
eaccor
di
ngl
y
.
Assi
st
ant
:I
fyouhaveexams,orasemi
narf
orwhi
cht
opr
epar
e,adj
ustyourgoal
saccor
di
ngl
y
.
Per
sonal
:Dur
i
ngt
heschoolhol
i
days,adj
ustyourgoal
st
ot
het
i
meofyear
,compensat
ewi
t
hot
her
t
hi
ngs,aweek'
sski
i
ngorsaf
ar
i
.Seewhatyourchi
l
dr
enar
est
udyi
ngatschool
;whenmyki
dswer
e
st
udyi
nganci
entci
vi
l
i
sat
i
onswewentt
oEgypt
.

I
nt
henextsect
i
onwewi
l
ldr
i
l
ldownwhatyouneedt
odomakeyourgoal
shappen.Ther
easonwhyso
manypeopl
ehat
eset
t
i
nggoal
si
sbecauset
heyf
eelpower
l
essast
ohowt
oachi
evet
hesegoal
s.I
nt
he
nextsevensect
i
ons,Iwi
l
lt
akeyout
hr
ought
r
i
edandt
est
edwayst
oachi
eveyourgoal
sandmakeyoua
successt
hr
oughaCul
t
ur
eofCar
e.

www.
f
ami
l
ybhi
ve.
com

7

N
o
t
e
s
:

www.
f
ami
l
ybhi
ve.
com

8

2
.AC
u
l
t
u
r
eo
f
C
a
r
eP
l
a
n
n
i
n
g
Thi
si
st
hesecondofei
ghtkeyst
epst
osuccess.I
nt
hef
i
r
stwel
ookedatset
t
i
nggoal
s,whi
chneedt
obe
obj
ect
i
veandmeasur
abl
e.Goal
sar
eneededbef
or
eyoumoveont
opl
anni
ng–i
fyouhaven’
tst
r
uct
ur
ed
yourgoal
syeti
nani
cepl
ai
npaperbook,t
henpl
easedoso.I
fyoudon’
t
,t
henyousi
mpl
ydon’
tcar
e
aboutyourf
ut
ur
e…
I
fyouhavesetgoal
sandyouf
ol
l
owwhatIam goi
ngt
ot
el
lyoui
nt
hi
sshor
tar
t
i
cl
e,youwi
l
lbei
nt
het
op
5%,ast
r
at
egi
cdoer
.Whet
heryouar
eaHNW I
ndi
vi
dualwi
t
ht
ar
get
sast
owhatyouwantt
odowi
t
hyour
weal
t
h,oraweal
t
hadvi
sori
nbusi
nessofadvi
si
ngHNW I
ndi
vi
dual
s-t
her
ear
eonl
yever5% ofst
r
at
egi
c
doer
s,t
her
estar
et
act
i
ci
ansorr
eact
i
onar
i
es.

I
ti
st
h
es
t
r
a
t
e
g
i
cd
o
e
r
swh
oa
r
es
u
c
c
e
s
s
f
u
l
.
Iwi
l
lt
akeeachgr
oupsepar
at
el
y
,pl
easet
aket
i
met
or
eadt
hesi
t
uat
i
onofal
lt
hegr
oupst
ogetacompl
et
e
pi
ct
ur
e.Thei
deai
st
ocar
ef
oral
lsi
deswhi
chmakeat
r
ust
edr
el
at
i
onshi
p,f
ori
tt
owor
k.

H
N
WI
n
d
i
v
i
d
u
a
l
Fi
r
stt
hi
ngsf
i
r
st
;
Youradvi
sori
snotyourf
r
i
end-youmayhavet
osackhi
m orher
.
Youradvi
sori
snotyourser
vant-i
fyouar
eal
wayst
el
l
i
nghi
m orherwhatt
odoandhowt
odo
i
t
,youwi
l
lneverhavet
hebenef
i
tofhi
sorherexper
t
i
seandl
ear
ni
ng.
Youradvi
sori
snotyourpar
ent-donotl
ett
hem bul
l
yyou,orbamboozl
eyouwi
t
ht
er
mi
nol
ogy
youdonotunder
st
and,r
ememberyouar
et
hecl
i
ent
,youhavechoi
ceandyouar
enotani
di
ot
.
But
,al
sor
emembert
hatsomet
hi
ngsl
i
ket
axandcr
ossbor
dersuccessi
onar
enoteasy
,t
hel
aw
andmar
ket
scanbeamess.I
ti
snotyouradvi
sor
'
sf
aul
tt
hatt
hesubj
ectoft
hei
rexper
t
i
sei
s
compl
i
cat
ed.
Themosti
mpor
t
antdeci
si
onyouneedt
omakewhenyouhavesetyourgoal
si
swhot
oappoi
nt
asyouradvi
sor
.Ther
ear
eal
otofpeopl
ewhohavehadbadexper
i
enceswi
t
hadvi
sor
s,but
i
nvar
i
abl
yabadexper
i
encecanbet
r
ackeddownt
onothavi
ngsetgoal
s,nothavi
ngr
eadar
ound
t
hesubj
ect
,r
el
yi
ngt
ooheavi
l
yont
her
ecommendat
i
onofaf
r
i
endandnothavi
ngr
eadt
hesmal
l
pr
i
nt
.
Topi
ckanadvi
sor
:
Readasmuchascanaboutt
hesubj
ectonwhi
chyouwantadvi
ce.
Fol
l
owt
headvi
sor
swhoar
eexper
t
si
nt
hi
sf
i
el
donFami
l
yBhi
ve.Byf
ol
l
owi
ngt
heexper
t
syou
canseewhi
chst
yl
eofdel
i
ver
yyoul
i
kebest
.Fr
om t
hei
rnewsandvi
ewsyoucangaugewhoyou
ar
emor
el
i
kel
yt
ot
r
ust
Whatar
et
hei
nt
er
est
soft
headvi
sor
syouar
ef
ol
l
owi
ng-doyouhavet
hi
ngsi
ncommon,l
i
ke
f
i
shi
ng?I
ti
sgoodf
oryout
ogett
oknowyouradvi
soronneut
r
alt
er
r
i
t
or
ywhi
chyoubot
henj
oy
Howdoesyouradvi
sorchar
gef
ort
hei
rser
vi
ces–mor
eont
hi
sl
at
er
!
Don'
tbef
r
i
ght
enedt
ot
r
yandt
est
.Gi
veanadvi
sorasmal
lsum t
omanageort
askt
odosuchasl
ever
age
apr
oper
t
y
,i
nvesti
nanEI
S,l
ear
nwhatat
r
usti
s.Onewor
dofcaut
i
on:bef
ear
f
ulofdoi
ngt
oomucht
oo
soonandespeci
al
l
ywheni
tcannoteasi
l
yber
ever
sed-donat
i
ons,t
r
ust
sandschemesf
orexampl
e;st
ar
t
smal
lunt
i
lyouar
econf
i
dentt
hatwhatyouar
edoi
ngi
sr
i
ghtf
oryou.

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f
ami
l
ybhi
ve.
com

9

O
wn
e
ro
fawe
a
l
t
ha
d
v
i
s
o
r
sb
u
s
i
n
e
s
s
Chooseyourcl
i
ent
s.Yesyouhear
dmecor
r
ect
l
y;youcandeci
denott
oactf
orsomecl
i
ent
swhoar
e
not
hi
ngbutt
r
oubl
e.
Spendsomet
i
mewor
ki
ngoutwhi
chofyourcl
i
ent
smakeyout
hemostpr
of
i
tandwhi
chdonot
,
t
heoneswhomakeyout
hemostpr
of
i
t(
notr
evenue)ar
eyour'
best
'
cl
i
ent
s.Rememberyouar
e
i
nbusi
nesst
obepr
of
i
t
abl
e-nott
obeni
cet
oever
yone-j
ustt
hechosenf
ewwhoyouwantt
odo
busi
nesswi
t
h.
Maket
i
met
of
i
ndoutmor
eaboutyour'
best
'
cl
i
ent
s.Doyouhavecommoni
nt
er
est
s? Taket
i
me
t
ogett
oknowt
hem onneut
r
alt
er
r
i
t
or
y
,gol
f
,musi
c,t
heat
r
e-cl
i
entent
er
t
ai
ni
ng,notf
orf
un-but
wi
t
havi
ewt
oupsel
l-wi
nni
ngmor
ebusi
nessf
r
om t
hem ort
hei
rcol
l
eagues.
Al
sospendsomet
i
mewor
ki
ngoutwhoofyourcl
i
ent
syouar
eact
ual
l
ygenui
nel
yaddi
ngt
hemost
val
uet
o–t
hesear
et
heoneswhowi
l
lbecomecor
er
ef
er
r
alsour
cesandt
heywi
l
lbemor
et
han
happyt
ot
al
kaboutt
hegr
eatwor
kyou’
vedonef
ort
hem.
Wor
koutwhatyouar
edoi
ngwhi
chi
st
hemostpr
of
i
t
abl
e-your'
bestwor
k'
.
Wher
ecanyouf
i
ndmor
e'
best
'
cl
i
ent
sf
r
om whom youcoul
ddoyour'
best
'
wor
k?I
fyoul
i
ke
shoot
i
ng,gi
veyourcl
i
ent
swhohaveashootadi
scountf
oraf
ewdaysshoot
i
ngever
yyear
,you
wi
l
lt
henmeetmor
epeopl
el
i
kehi
m,whohecanr
ecommendt
oyou.
Whi
chofyourcl
i
ent
si
snotbenef
i
t
i
ngf
r
om yourbestwor
k?Tr
eatt
hem l
i
keyourbestcl
i
ent
swi
t
h
t
heai
m off
i
ndi
ngoutmor
eaboutt
hem t
oseei
fyourbestwor
kcoul
dbeofi
nt
er
est
.
I
tt
akesbet
weenf
i
veandt
wel
ve'
t
ouches'
bef
or
enewbusi
nessi
swon,al
otl
esswi
t
hexi
st
i
ngcl
i
ent
s.
A'
t
ouch'
i
snotpushi
ngpr
oduct
.I
ti
sanyt
hi
ngwhi
chhel
pst
hem,f
orf
r
ee!Taki
ngacl
i
ent
'
ssononasan
i
nt
er
n,i
nt
r
oduci
nghi
mt
oapr
oper
t
ysear
chagent
,advi
si
nghi
m onwher
eandhowt
ogetar
eal
l
ygood
di
scountonanewgun;al
loft
hesegest
ur
esar
e'
t
ouches'
andf
undament
alt
ogai
ni
ngat
r
ust
ed
r
el
at
i
onshi
pst
at
us-Cul
t
ur
eofCar
ei
nact
i
on!
Aspar
tofyourpl
an,makesur
eyoukeepupt
odat
ewi
t
hanyt
hi
ngwhi
chcoul
dbeofi
nt
er
estt
oyour
pr
ospect
sand'
best
'
cl
i
ent
s.Fami
l
yBhi
vegi
vesyout
heval
uabl
ei
nf
or
mat
i
onyouneedt
odosoandt
he
excuset
okeepi
nt
ouch.

C
l
i
e
n
tF
a
c
i
n
ga
d
v
i
s
o
r
sa
n
da
s
s
i
s
t
a
n
t
s
Youpr
obabl
ydon'
thavet
hebudgett
owi
neanddi
neyourcl
i
ent
sorgoshoot
i
ngwi
t
ht
hem,youdon'
t
needi
t
.Youcanpr
ovi
deachampagneser
vi
ceonabeerbudget
.Readt
heabove.Youmaynotbet
he
bossofyourbusi
ness,butt
hesamepr
i
nci
pl
esappl
y
.Whoar
eyour'
best
'
cl
i
ent
sandwhati
syour'
best
'
wor
k-t
r
yt
ogetasmuchasyoucanf
r
om whatyouhave,wi
t
hwhatyouhavegot
,usi
ngt
hei
nf
or
mat
i
on
youcangl
eanf
r
om Fami
l
yBhi
ve.Then:
Anal
ysecar
ef
ul
l
yyournet
wor
k.Whohast
hesor
tofcl
i
ent
syouar
el
ooki
ngf
orandcoul
dt
hey
benef
i
tf
r
om your'
best
'
wor
k.Thi
si
seasyusi
ngFami
l
yBhi
ve,si
mpl
yr
esear
chwhodoeswhat
wor
kandf
orwhom,whi
chi
scompl
i
ment
ar
yt
owhatyouar
edoi
ng,t
hen'
f
ol
l
ow'
t
hem andgot
o
t
heevent
st
heygot
o.Youhaveknowl
edget
her
ef
or
epower
.

www.
f
ami
l
ybhi
ve.
com

10

Bef
or
eanevent
,doyourhomewor
k;youneedt
oknowwhatyourt
ar
getnet
wor
khasbeenup
t
oandt
heext
entoft
hei
rexper
t
i
se.Whoi
sf
ol
l
owi
ngt
hem,andwhatt
heyar
eupt
o.Youmayl
i
ke
t
oaskf
orani
nt
r
oduct
i
on.Lett
hem knowyouar
e'
f
ol
l
owi
ng'
t
hem andi
fyouar
eal
soanAmpl
i
f
i
ed
Advi
soront
hepl
at
f
or
m,youmayl
i
ket
osuggestt
hey'
f
ol
l
ow'
youback.Yournet
wor
kneedst
o
knowwhatyoudof
oryourcl
i
ent
s,namel
yt
het
ypeofwor
kyouknowwi
l
lgetyout
oyourgoal
s.
I
nt
henextsect
i
onIwi
l
lt
el
lyouhow,byor
gani
si
ngyourt
i
mewel
l
,youcanwor
kSMARTERnotHARDER.
I
ti
snotpossi
bl
et
owor
k10t
i
mesasmanyhour
ssol
ear
nhowt
owor
ksmar
t
er
;t
hi
si
soneoft
hemost
i
mpor
t
antst
epst
osuccess.

www.
f
ami
l
ybhi
ve.
com

11

N
o
t
e
s
:

www.
f
ami
l
ybhi
ve.
com

12

3
.AC
u
l
t
u
r
eo
f
C
a
r
eT
i
meMa
n
a
g
e
me
n
t
Thi
si
st
het
hi
r
di
nourei
ghtst
epst
osuccess.I
nt
hepr
evi
oust
wost
epsweexpl
or
edset
t
i
nggoal
sand
pl
anni
ngonhowt
ogett
her
e.Thi
sonei
sabouthowyouspendyourt
i
me,andi
soneoft
hemost
f
undament
alst
eps,andoneoft
hehar
destt
omast
er
.
Ar
eyouat
i
mewast
erort
i
meef
f
i
ci
ent
?Let
'
snotki
dour
sel
ves,bei
ngbusymaymakeusf
eeli
mpor
t
ant
,
buti
fi
ti
snotapr
oduct
i
veuseoft
i
me,i
ti
sj
ustawast
eoft
i
me.

A
r
ey
o
uab
u
s
yf
o
o
l
?
Yougett
oyourdesk;t
her
ear
e40unopenedemai
l
sandt
wol
et
t
er
s.Youst
ar
tyouremai
l
s,t
hef
i
r
st
r
equi
r
esyout
oopenaf
ol
derandr
ef
r
eshyour
sel
fast
ot
hedet
ai
l
s,youhavenotgott
i
mef
ort
hat
,soyou
got
ot
henext
,t
hephoner
i
ngs,youpi
cki
tupacol
l
eaguewant
st
omeetyouf
orcof
f
ee,youl
ookatt
he
dat
eandmakeat
i
met
omeet
,yougobackt
oyouremai
l
sanddel
et
eaf
ew,yourassi
st
antcomesi
n'
Do
youhaveami
nut
e?'
youl
i
ket
okeepanopendoorpol
i
cy
,soyouchatt
oyourassi
st
ant
,t
het
el
ephone
r
i
ngs,yourassi
st
antwai
t
swhi
l
eyout
aket
hecal
l
,andt
henyoursecr
et
ar
ycomesi
nwi
t
hsomemagazi
nes
andst
uf
f
,yougl
ancet
hr
ought
hemagazi
nesandanar
t
i
cl
ecat
chesyoureye,youaddi
tt
ot
hepi
l
eonyour
deskwhi
chyouwi
l
lr
eadanot
herday… Bynowi
t
s1
1am –Soundsf
ami
l
i
ar
?
I
ti
spossi
bl
et
ost
opwast
i
ngt
i
me,i
ti
snotr
ocketsci
encebutyouneedt
obeor
gani
sedanddi
sci
pl
i
ned.
Fol
l
owt
hesesi
mpl
est
eps:
I
nyourof
f
i
ce:
-Touchever
yt
hi
ngonl
yonceandi
fyoucannotdealwi
t
hi
tr
i
ghtaway
,
-Addi
tt
oaf
ol
derandt
oyourt
odol
i
st
-Al
l
ocat
et
heest
i
mat
edt
i
meneededt
odot
het
ask
-Pl
ant
hedayi
n30mi
nut
esl
ot
s,i
ncl
udi
ngat
i
met
osor
toutst
i
ckypr
obl
ems,
-Pr
i
or
i
t
i
sewhi
chshoul
dbedoneandwhen;dot
hehar
destonesf
i
r
st
,youwon'
twantt
odot
hem
l
at
eri
nt
heday
,
-Thr
owawayst
uf
fyoudonotneed,youcani
nvar
i
abl
yf
i
ndi
tagai
n.
Wi
t
hmeet
i
ngs:
-Unl
essi
ti
sr
eal
l
yur
gentdonothaver
andom meet
i
ngs.
-MostHNW I
ndi
vi
dual
sIknowdonot
,t
heydon'
thavet
het
i
me.
-I
fyouar
eacl
i
entf
aci
ngadvi
sororboss,sett
i
measi
def
orquer
i
esf
r
om yourassi
st
ant
s
-I
fyouar
eanassi
st
ant
,don’
tbot
heryourbossunt
i
lyouhavegi
vent
hei
ssuesomet
hought
,
youwi
l
lt
hengetmor
eoutofyourmeet
i
ng
-Donothavecof
f
ee,l
unchordi
nner
,wi
t
hanyonewhomer
el
ysuggest
si
t
,r
eser
vet
hi
st
i
mef
or
someonei
nyourpl
an,orsomeoner
i
ghtatt
hef
r
ontofyourbl
ackbook.I
ft
heyar
enotyour
bestcl
i
ent
sorpeopl
ewhowi
l
lbenef
i
tf
r
om yourbestwor
korpeopl
ewhocanr
ef
eryoubusi
ness
f
r
om a'
best
'
cl
i
entor'
best
'
wor
k-whati
st
hepoi
ntoft
hemeet
i
ng?-I
fyouar
euncer
t
ai
nast
o
whet
hersomeonedeser
vest
hef
i
vest
art
r
eat
mentornot
,youneedt
omakeyourgoal
sand
pl
anni
ngmor
especi
f
i
c,gobackt
ot
hegoal
sandpl
anni
ngst
eps.
Resear
chever
yonebef
or
eameet
i
ng,andknowpr
eci
sel
ywhati
ti
syouwantt
ogetoutoft
hemeet
i
ng,
eveni
fi
ti
smer
el
yt
ol
i
st
en.I
fyouar
emeet
i
ngt
her
i
ghtpeopl
e,l
i
st
eni
ngcoul
dbet
hemostpr
oduct
i
ve
useofyourt
i
me.Onl
y3% wi
l
lwantyourpr
oductaf
t
eraf
i
r
stt
ouchandonl
y7% coul
dbei
nt
er
est
edaf
t
er
t
hatt
ouch;but70% wi
l
lwar
mt
oyoui
fyoucar
ef
ort
hem,andi
nduecour
sewi
l
lwantt
odobusi
nesswi
t
h
you,ort
heywi
l
lr
ef
eryout
osomeonewhodoes.
www.
f
ami
l
ybhi
ve.
com

13

•Tr
aveli
st
hebi
ggestt
i
mewast
ersounl
essyoucanj
ust
i
f
yt
hecostandt
het
i
mei
nyourpl
an,t
hi
nkof
anot
herwayt
okeepi
ncont
actwi
t
ht
hosewhoar
er
emot
e(
Skypei
sawonder
f
ul
l
ypr
of
i
t
abl
et
ool
)
.
•I
fyouar
et
hi
nki
ngofgoi
ngt
oasemi
nar
,andt
hespeaker
sar
eAmpl
i
f
i
edAdvi
sor
sont
heFami
l
yBhi
ve
pl
at
f
or
m,f
ol
l
owt
hei
rt
al
ksonFami
l
yBhi
ve.Youdonott
henhavet
ogot
ot
hesemi
nar
,t
ol
ear
nwhatt
hey
havet
osay
,andcancat
chupl
at
er
,whent
heyar
eatt
hei
rdesk.
•Whet
heryouar
eaHNW I
ndi
vi
dualoranAdvi
sor
,putyourt
i
met
ogooduse,andber
ut
hl
essabouti
t
.

H
N
WI
n
d
i
v
i
d
u
a
l
s
Manyofyou,HNW I
ndi
vi
dual
sandpr
i
nci
pal
soff
ami
l
yof
f
i
ces,neverseem r
ushedoranxi
ous.Why?
-Youhavel
ear
nedt
heabovesecr
et
soft
i
memanagement
,whi
chyouhaveki
ndl
ypassedont
o
me.Butt
hi
si
sal
sowhysomeHNW I
ndi
vi
dual
sar
esohar
dt
ogethol
dof
.Unl
esst
heysee
val
uei
nyourmeet
i
ng,t
heysi
mpl
ywon’
tseeyou.
-Youdet
estt
hesheervol
umeofst
uf
ft
hatcomesi
nt
oyourof
f
i
cesever
yday;br
ochur
es,deal
s,
newsl
et
t
er
s,i
nvi
t
at
i
ons,emai
l
s–mosti
sj
usti
r
r
el
evantst
uf
f
.
-Youwel
comeourFi
ndanAdvi
sorpl
at
f
or
m.I
twasdesi
gnedf
oryout
of
i
l
t
eroutt
henugget
s
whi
char
er
el
evantt
oyourgoal
s.By‘
f
ol
l
owi
ng’
t
hoseAdvi
sor
swhoar
eexper
t
si
nwhatyou
needt
oknowandkeepi
ngupt
odat
ewi
t
ht
hei
rnewsandvi
ewsonyourhomepage,youget
al
lyouneedf
oral
lyouwant
.Amer
e15mi
nut
esever
ydaykeepsyouont
opoft
hei
nf
or
mat
i
on
mount
ai
n.
-I
ft
her
ei
sanyonei
nyourpl
ant
owhom t
heywantt
ogi
vet
hef
i
vest
art
r
eat
ment
,si
mpl
yl
ook
outf
orsomet
hi
ngwhi
chmaybeofi
nt
er
estonFami
l
yBhi
veandshar
ei
twi
t
ht
hem.Showt
hem
youcar
e.

O
wn
e
r
so
fwe
a
l
t
ha
d
v
i
s
o
r
sb
u
s
i
n
e
s
s
Justt
hi
nkoft
het
i
meandmoneywhi
chcoul
dbesavedi
fever
yonei
nt
heof
f
i
ce:
-Pr
i
or
i
t
i
sedt
hei
rday
-st
oppedhavi
ngcof
f
eewi
t
hpeopl
ef
r
om whom nobusi
nesscoul
deverbewon,and
-Keptupt
odat
e,onl
ywi
t
ht
henewsandvi
ewsofot
her
si
nt
hei
rnet
wor
kr
el
evantt
ot
hem.
Thet
i
mesavedcoul
dt
henbespentwi
t
hcl
i
ent
sf
r
om whom t
heycoul
dwi
n'
best
'
busi
nessorf
r
om whom
t
heycoul
dwi
n'
best
'
r
ef
er
r
al
s.
Eachcl
i
entf
aci
ngadvi
sorandassi
st
antneedst
o:
-Sel
ectasmal
lnumberofadvi
sor
swi
t
hwhom t
odevel
opl
ongr
el
at
i
onshi
ps,
-Fol
l
oweachoft
hem onFami
l
yBhi
ve,i
ft
heyar
enotonFami
l
yBhi
veencour
aget
hem t
odo
so,bysayi
ngyouwantt
o‘
f
ol
l
ow’
t
hem,
-Commentonwhatt
heywr
i
t
e,i
tneednotbel
ong,butgetyour
sel
fnot
i
cedbyt
hem,showyou
ar
er
eadi
ngandcar
ef
ort
hosei
nyournet
wor
k,and
-Makesur
et
hatyouar
enotal
lf
ol
l
owi
ngt
hesameadvi
sor
sasever
yonei
nyourt
eam –get
var
i
edI
nt
el
!
Tr
ai
ni
ngi
s,however
,essent
i
ali
fyouwantal
lyourst
af
ft
omakeandadoptt
heset
echni
ques.Fur
t
her
mor
e
t
r
ai
ni
ngneedst
ober
egul
ar
,unt
i
lt
heset
echni
quesbecomenat
ur
al
.

www.
f
ami
l
ybhi
ve.
com

14

C
l
i
e
n
tf
a
c
i
n
ga
d
v
i
s
o
r
sa
n
dt
h
e
i
ra
s
s
i
s
t
a
n
t
s
Byi
mpl
ement
i
ngt
hesecor
et
i
memanagementt
echni
quesyoucansavet
het
i
meyouneedt
odevot
et
o
i
mpl
ement
i
ngyourpl
an.Youwantt
oensur
eyou;
-Spendqual
i
t
yt
i
mewi
t
hyourf
i
vest
arcl
i
ent
s
-Maket
i
mef
oryourchosennet
wor
k
-Fol
l
owt
hem
-Commentont
hei
rnewsandvi
ews
-Askt
hem t
of
ol
l
owyou
-Cutoutever
yt
hi
ngwhi
chi
snoti
nl
i
newi
t
hyourpl
an
-Don'
twast
et
i
mewi
t
hpeopl
ewhocannotgi
veyouorr
ef
ert
oyour'
best
'
cl
i
ent
sf
oryour'
best
'
wor
k
Nextwewi
l
ldr
i
l
ldownal
i
t
t
l
ef
ur
t
heri
nt
ohowt
oar
t
i
cul
at
ewhatyouwantandf
r
om whom i
nanef
f
ect
i
ve
mannersot
hatyouwi
l
lnotwast
eoppor
t
uni
t
i
eswhent
heypr
esentt
hemsel
ves.Knowi
nghowandwhen
t
ogr
abanoppor
t
uni
t
yi
sasi
mpor
t
antasgoalset
t
i
ng,pl
anni
ngandmaki
nggooduseofyourt
i
me.

www.
f
ami
l
ybhi
ve.
com

15

N
o
t
e
s
:

www.
f
ami
l
ybhi
ve.
com

16

4
.AC
u
l
t
u
r
eo
f
C
a
r
eG
e
t
t
i
n
gt
h
e
r
e
Thi
si
st
hef
our
t
hofei
ghtsi
mpl
est
epst
osuccess.I
nt
hef
i
r
stt
hr
ee,wel
ookedatset
t
i
nggoal
s,pl
anni
ng
andmanagi
ngt
i
me,nowweneedt
obef
ocussedonget
t
i
ngt
her
e.Knowi
nghowt
ogr
abanoppor
t
uni
t
y
,
wi
t
houtt
ur
ni
ngi
tcol
dorof
f
.
I
fyour
emembernot
hi
ngel
se,under
st
andonet
hi
ng;ever
yonehat
esapr
oductpush,sodon'
tdoi
t
.
Ever
yoneal
sol
ovest
obuy
,butnotbesol
dt
o…
St
udi
eshaveshownt
hatyouneedt
oengagebet
weenatl
east5and12t
i
mesbef
or
edoi
ngbusi
nesssomakei
tenj
oyabl
e-t
hi
si
swhatIcal
la'
Cul
t
ur
eofCar
e'
.
Somesi
mpl
et
i
ps:
•Whatdoyouenj
oydoi
ng,whet
heryouar
eaHNW I
ndi
vi
duall
ooki
ngf
orapr
oj
ectoranadvi
sormeet
i
ng
wi
t
hot
heradvi
sor
st
r
yt
omi
xwi
t
hpeopl
eyoul
i
ke,becauseyouwi
l
lbeabl
et
oengagewi
t
ht
hem ona
neut
r
all
evel
.
•Lear
naboutt
heconcer
nsoft
hosepeopl
ewhoyouhavei
dent
i
f
i
edasi
mpor
t
antt
oyourpl
an,canyou
hel
pt
hem i
nsomeway-FORFREE.
•Tr
ywher
everpossi
bl
et
ol
ear
nmor
eaboutyourpr
ospect
sandi
fr
el
evantt
eacht
hem abouti
ssues
r
el
evantt
ot
hem.
•Makesur
et
hatyouhavear
easont
okeepopent
hedi
al
ogue,i
tdoesnotneedt
ohaveanyt
hi
ngt
odo
wi
t
hyourwor
k,andpr
obabl
yi
ti
sbet
t
ernott
oi
nvol
veyourwor
korpr
oj
ectt
obegi
nwi
t
h.
•Wai
tf
oranoppor
t
uni
t
yt
ot
el
lyourpr
ospectoradvi
sorwhatyouwantf
r
om t
hem.I
fyoucar
eaboutt
hem
andt
hem f
oryou,t
hei
rknowl
edgeandexper
t
i
secoul
dhel
pyoui
nmeet
i
ngyourt
ar
get
sandvi
cever
sa.
•Don'
tbegr
eedy
,i
fyoucar
ef
oryour'
best
'
cl
i
ent
s,knowwhati
syour'
best
'
wor
kandcar
ef
ort
he'
best
'
i
nyournet
wor
k-youwon'
tneedt
ogogr
ubbi
ngar
oundf
orcr
umbsof
ft
het
abl
e.
•Shar
eanynewsorvi
ewsyouhaveseenf
eat
ur
edonFami
l
yBhi
vewhi
chcoul
dassi
styour'
best
'
peopl
e
i
nmeet
i
ngt
hei
rgoal
s.Mostpeopl
el
i
ket
ol
ear
ni
nt
hepr
i
vacyoft
hei
rof
f
i
ceorhome.I
fyouhavedone
yourpr
epar
at
i
onwel
l
,what
everar
eyourgoal
s,a'
Cul
t
ur
eofCar
e'
i
sguar
ant
eedt
ogetyout
her
e.
Asal
ei
sneveract
ual
l
yasal
e–al
lyou’
r
edoi
ngi
ssol
vi
ngapr
obl
em f
orsomeone.I
ft
hei
rpai
n
aboutt
hatpr
obl
em i
sbi
genoughandyoucanar
t
i
cul
at
easi
mpl
esol
ut
i
ont
hatmakessenseand
r
emovest
hatpai
n,asal
eoccur
s.

H
N
WI
n
d
i
v
i
d
u
a
l
I
nset
t
i
ngyourgoal
sandpl
anni
ngt
hem,youneedt
ol
ookcr
i
t
i
cal
l
yatt
hosear
oundyouwhoyouneedt
o
hel
pyougett
her
e.
Ther
ei
snopoi
nti
nhangi
ngont
oanadvi
sorwhoyoucannott
r
ustori
si
ncompet
ent
.Youneedt
obeabl
e
t
ot
el
lyouradvi
sorwhatyourgoal
sandconcer
nsar
e,sot
hatheorshecanwor
kwi
t
hyoui
nachi
evi
ng
t
hem.I
fyouf
eelunabl
et
ocommuni
cat
ewi
t
hyouradvi
sorf
orf
earofpr
oductpush,t
henl
ookf
orsomeone
el
se.

www.
f
ami
l
ybhi
ve.
com

17

•Lear
nmor
eabouthowt
ogett
oyourgoal
s.I
fyouwantt
oengagei
ni
mpacti
nvest
i
ngr
at
hert
han
phi
l
ant
hr
opy
,l
ear
naboutt
hedi
f
f
er
ences.Fami
l
yBhi
vei
st
her
et
ohel
pyou.Haveyougott
het
i
me
necessar
yt
oengagei
ni
mpacti
nvest
i
ngandmakeadi
f
f
er
ence?
•I
fFami
l
yBhi
vedoesnothavet
headvi
sor
syouneedt
ol
ear
nmor
eaboutwhathow t
oachi
eve
yourgoal
s,si
mpl
yl
etusknow.Wewi
l
lt
henuseourbestendeavour
st
oseekoutadvi
sor
sacr
oss
t
hegl
obewhohavet
heexper
t
i
seyouneedt
ol
ear
nhowt
ogett
owher
eyouwantt
obe.

O
wn
e
ro
fawe
a
l
t
ha
d
v
i
s
o
rb
u
s
i
n
e
s
s
Youmaynowbewonder
i
nghowyoul
etpeopl
eknowwhatyouar
egoodat
,wi
t
houtpushi
ngpr
oduct
whi
chi
sgoi
ngt
oputt
hem of
f
.
Her
ear
esomei
deas;
-Lear
nf
r
om whatourMember
sar
er
eadi
ngandf
ol
l
owi
ng,whati
sgr
abbi
ngt
hei
rat
t
ent
i
on.
-Youwantt
oengageyourr
eader
sandgetaf
ol
l
owi
ng;don’
tshow of
f
.Nooner
eal
l
ycar
esi
f
t
heaut
hor
i
t
yi
ss42(
b)ors42(
c)
,whati
si
mpor
t
anti
swhyt
hesesect
i
onsar
er
el
evantt
oyour
r
eader
s.
-Casest
udi
essi
mpl
ysi
zzl
eof
ft
heser
ver
.Weaveacasest
udyi
nt
oyourconver
sat
i
on,speeches
andar
t
i
cl
es.
-Makei
tver
ycl
eart
hatt
hedet
ai
l
sandnamesofanycasest
udyhavebeenchangedt
opr
eser
ve
pr
i
vacy
.Noonewant
st
oengagewi
t
hanadvi
sorwhocannotkeephi
sorhermout
hshut
aboutt
hei
rpr
i
vat
ei
ssues.
-St
r
ai
ghtf
or
war
ddescr
i
pt
i
onoft
hef
eat
ur
esofyourser
vi
ceswi
l
lappealonl
yt
oahandf
ulof
r
eader
sandwi
l
lpr
obabl
ynoti
nspi
r
emanypeopl
et
of
ol
l
owyou.
-Tal
kt
oyourcl
i
ent
s;whydot
heyl
i
keyou?Whatcanyoudot
oi
mpr
oveyourser
vi
cet
ot
hem?
Tr
eatwhatt
heyt
el
lyoul
i
kegol
ddust
;i
mpl
ementi
t
,usei
t
,l
ear
nf
r
om i
t
.
-Remembert
hi
ngst
hatmayi
nt
er
estyoumayhavel
i
t
t
l
ei
nt
er
estt
oanyoneel
se.Thehi
st
or
yof
yourl
ogo,f
orexampl
e,wi
l
lnothel
panyoner
esol
veapr
obl
em t
heyhaveandWI
LLbebor
i
ng
t
oever
yoneot
hert
hanyou,sokeepi
ti
nt
er
nal
!

C
l
i
e
n
tf
a
c
i
n
ga
d
v
i
s
o
ra
n
da
s
s
i
s
t
a
n
t
Onnumer
ousoccasi
ons,Ihaveaskedadvi
sor
swhet
hert
heyknowwhatpeopl
ei
nt
hei
rnet
wor
kact
ual
l
y
do.Mostl
aughandsay
,t
heyhavenowknownt
hem f
orsol
ong,t
heydar
enotask.Howcanpeopl
er
ef
er
busi
nesst
oyoui
ft
heydonotknowwhatyoudo?
Thi
si
swher
eFami
l
yBhi
vei
sofhugeval
ue.Youneednotpr
oductpushi
fyourexper
t
i
sei
scl
ear
l
yand
r
egul
ar
l
yf
eat
ur
edonanonl
i
nepl
at
f
or
mf
oral
lt
osee.Si
mpl
yupl
oadyournewsandvi
ewsal
ongsi
deyour
per
sonalpr
of
i
l
e.Ther
ei
snownoexcusewi
t
hFami
l
yBhi
vef
ornet
wor
ki
ngt
obehar
dwor
k,youj
ustneed
t
obesmar
t
.
95% ofadvi
sor
snet
wor
kwi
t
hot
heri
nt
er
medi
ar
i
es.
Bef
or
eFami
l
yBhi
veorLi
nkedI
n,bui
l
di
nganef
f
ect
i
venet
wor
kt
r
adi
t
i
onal
l
yt
ookupt
ot
enyear
sand
pr
oducedonl
yat
r
i
ckl
eofr
ef
er
r
albusi
ness.
Pr
esent
at
i
onsset
t
i
ngoutt
hedet
ai
lofwhatanadvi
sordoesandwhyi
s,ot
hert
hanf
orahandf
ulofpeopl
e,
bor
i
ng,sodon'
tdoi
t
!

www.
f
ami
l
ybhi
ve.
com

18

57% ofadvi
sor
sspeakatconf
er
encesand/
orwr
i
t
ear
t
i
cl
es.
HNW I
ndi
vi
dual
swantt
oknowmor
eaboutwhatoppor
t
uni
t
i
esanddanger
st
her
ear
e.
Byupl
oadi
ngexampl
esofyourbestwor
kal
ongsi
deyourpr
of
i
l
eonFami
l
yBhi
ve,bot
hHNW I
ndi
vi
dual
s
andyournet
wor
kcaneasi
l
yseewhatyoudof
oryourcl
i
ent
s,andi
fi
ti
si
nt
er
l
acedwi
t
hcasest
udi
es,i
t
becomesr
ealandmemor
abl
e.
Thenextst
agewewi
l
lbedr
i
l
l
i
ngdowni
nt
oGet
t
i
ngMor
e.Themar
ketnor
m amongadvi
sor
si
st
owi
n
busi
nesst
hr
oughnet
wor
ki
ngandcl
i
entent
er
t
ai
ni
ng,butt
her
ear
eamyr
i
adofot
herwaysofget
t
i
ngyour
messageacr
oss,andbywi
nni
ngbusi
nessi
nwayswhi
chmaynotbet
r
adi
t
i
onali
nyouri
ndust
r
y
,youwi
l
l
gai
nsi
gni
f
i
cantadvant
ageoveryourcompet
i
t
or
s.

www.
f
ami
l
ybhi
ve.
com

19

N
o
t
e
s
:

www.
f
ami
l
ybhi
ve.
com

20

5
.AC
u
l
t
u
r
eo
f
C
a
r
eG
e
t
t
i
n
gMo
r
e
,
l
e
t
'
se
x
p
l
o
r
e
.
Wear
eatt
hehal
f
waymar
ki
nt
hi
sshor
tgui
det
osuccess.I
nt
hepr
evi
ousst
epwel
ookedi
nt
oget
t
i
ng
t
her
ewi
t
hwhatwehavegot
;nowwear
eexpl
or
i
ngot
herwaysi
nwhi
chyoucangetmor
e.
Maybeyouar
eaHNW I
ndi
vi
dualandyouhavegoal
s,butar
est
ucki
nar
ut
,becauseyouar
enotget
t
i
ng
t
headvi
sor
syouneedt
ot
akeyout
owher
eyouwantt
obe.Youhave,i
nt
hepast
,askedaf
r
i
endt
o
r
ecommendanadvi
sor
,butt
her
esul
t
shavebeenabi
thi
tandmi
ss.
I
fyouar
eanAdvi
sorandhavet
r
adi
t
i
onal
l
yonl
ywonbusi
nesst
hr
oughnet
wor
ki
ngandcl
i
entent
er
t
ai
nment
,
maybeyouneedt
ot
hi
nkofot
herr
out
est
omar
kett
omakeadr
amat
i
cdi
f
f
er
ence.
Her
ear
esevenr
out
est
omar
ket
;eachhasbeenpr
ovedt
owor
k,buti
ndi
f
f
er
entways.
I
fyouwantt
obel
azyl
etFami
l
yBhi
vedot
heheavyl
i
f
t
i
ngf
oryou,wear
eact
i
vel
yengagedi
nal
lr
out
es
t
omar
kett
odr
i
veadvi
sor
sandHNW I
ndi
vi
dual
st
oourpl
at
f
or
m -andi
npar
t
i
cul
ari
nsoci
almedi
aand
di
gi
t
almar
ket
i
ngwhi
chsyst
emat
i
cal
l
ypr
ovesmostef
f
ect
i
vet
i
meandt
i
meagai
n.
I
fyouwantt
obui
l
dt
hesei
nt
oyourbusi
nessdevel
opmentact
i
vi
t
i
esyour
sel
f
,l
et
'
sexpl
or
e…
•Adver
t
i
si
ngandsponsor
shi
p-Thi
nkaboutt
headver
t
si
nyournewspaper
,bi
l
lboar
ds,oront
he
i
nt
er
net
,ort
hesponsor
shi
pati
nt
er
nat
i
onalspor
t
smat
ches.Theyar
eai
medpr
i
mar
i
l
yatgr
abbi
ng
at
t
ent
i
on;ahandsomemanorwoman,acel
ebr
i
t
y
,apeacef
ulset
t
i
ng,al
ovi
ngchi
l
d,al
oudcol
our
,a
puppy… ForaHNW I
ndi
vi
duall
ooki
ngf
oranadvi
sor
,anadver
tr
ai
sesbr
andawar
eness.Overa
per
i
odoft
i
met
heybecomef
ami
l
i
arwi
t
ht
hebr
and.Fami
l
i
ar
i
t
yi
st
hef
i
r
stst
ept
owar
dst
r
ust
.I
tbr
eaks
downt
hef
earofmaki
ngt
hef
i
r
stmove,butt
hesuccessr
at
ei
sver
yl
ow,soyouneedawi
deaudi
ence,
andmanyvar
i
edmessages.
•Di
r
ectMai
l-Thi
si
smucht
hesameasadver
t
i
si
ngbutt
hr
oughyourdoor
,r
at
hert
hani
namagazi
neor
onabi
l
l
boar
d,butt
hesamepr
i
nci
pl
esappl
y
,t
heai
mi
st
or
ai
seawar
enessandi
ncr
easef
ami
l
i
ar
i
t
y
.
Ther
ear
enumer
ousst
r
at
egi
est
omaket
hi
smor
eef
f
ect
i
ve–chunkymai
lbei
ngone.I
fyour
ecei
ved
some‘
spam’
mai
lt
hr
oughyourdoor
,butt
her
ewascl
ear
l
ysomet
hi
ngheavyorbul
kyi
nt
hel
et
t
er
,you’
r
e
goi
ngt
oopeni
t
…
•Cor
por
at
eLi
t
er
at
ur
e-I
tneverceasest
oamazemet
hatt
her
ei
snotmor
ei
nt
er
est
i
ngmat
er
i
alt
or
ead
i
nt
hewai
t
i
ngr
oomsofadvi
sor
s’
of
f
i
ces.Her
ear
eexi
st
i
ngcl
i
ent
swant
i
ngt
oki
l
lt
i
meast
heywai
tf
or
t
hei
radvi
sor
.Whygi
vet
hem newspaper
sandmagazi
nest
or
ead?Yest
her
ear
ebr
ochur
es,butt
hey
ar
emost
l
ysel
f
ser
vi
ngpamphl
et
swi
t
hnoi
ndi
cat
i
onast
owhatot
herser
vi
cescoul
dbeofval
uet
ot
he
cl
i
ent
,andof
t
eni
ncr
edi
bl
ydul
l
.You’
r
edeal
i
ngwi
t
hhumanbei
ngs!
!
!Whynotseewhi
char
t
i
cl
esar
ebei
ng
r
eadmostonFami
l
yBhi
veandcol
l
at
et
hesei
nt
oabookl
etf
orpeopl
et
or
eadwhi
l
et
heyar
ewai
t
i
ngf
or
you.I
ft
heyl
i
kewhatt
heyr
ead,t
heycansi
mpl
yaskt
hei
radvi
sort
omakear
ecommendat
i
onorf
ol
l
ow
youandyourcol
l
eaguesf
r
om di
f
f
er
entdepar
t
ment
sonFami
l
yBhi
ve.Orputsomepr
omot
i
onalmat
er
i
al
t
her
ewhi
chaskspoi
gnantquest
i
onst
ot
hecl
i
entaboutvar
i
ousaspect
soft
hei
rl
i
f
et
hatyoucanhel
p
wi
t
h–chancesar
et
hey’
l
laskyouabouti
twhent
heycomei
nf
ort
hatmeet
i
ng.

www.
f
ami
l
ybhi
ve.
com

21

•Publ
i
cRel
at
i
ons-Ther
ealpowerofpubl
i
cr
el
at
i
onsi
soneofi
nf
l
uence.I
fyourbusi
nessget
sa
ment
i
oni
nanar
t
i
cl
ei
nt
heFi
nanci
al
Ti
mes,ani
nt
er
vi
ewonCNBC,af
or
ewor
di
nabook,t
hent
hese
publ
i
sher
sar
eseent
oendor
sewhatyouar
edoi
ng.PRusual
l
yneedst
obedonebyexper
t
s,why?
Becausej
our
nal
i
st
sar
ebombar
dedbypr
essr
el
easesandf
avouronl
yaf
ewagent
swhot
heyt
r
ustt
o
pr
ovi
det
hem wi
t
hgoodst
or
i
es.I
ti
st
oor
i
skyf
ort
hem t
or
unast
or
yf
r
om anunknownsour
ce.I
fyou
don'
thavet
hebudgetf
orPR,t
henmakesur
eyouar
ef
ol
l
owedonFami
l
yBhi
vebyt
hebesti
nyour
f
i
el
d.Themor
ef
ol
l
ower
syouhavei
nr
eput
abl
ebusi
nesses,t
hemor
ecl
outwi
l
lbeat
t
r
i
but
abl
et
oyour
ser
vi
ces,j
ustl
i
kehavi
ngyournamement
i
onedi
napr
est
i
gi
ouspubl
i
cat
i
on.
•Per
sonalCont
act-Col
dcal
l
i
ng,f
i
el
dsal
esf
or
cesandcust
omerser
vi
cegetr
esul
t
s,butatt
hi
sl
evel
,
onl
yi
fyouhaver
el
evantandt
i
mel
yi
nf
or
mat
i
onaboutyourpr
ospect
.I
fyouhavesol
dabusi
nessanda
weal
t
hmanagercal
l
syoucongr
at
ul
at
i
ngyouonyoursal
e,youcoul
dbef
l
at
t
er
ed,heorshehast
aken
t
het
i
met
of
i
ndoutaboutyouandyoumaybei
nt
er
est
edt
ohearwhatt
heyhavet
osay
,especi
al
l
yi
f
you’
r
enotsur
ewher
eandhowt
oi
nvestnext
.I
ft
hecal
l
eri
sf
r
om abr
andyour
ecogni
se,t
hent
he
l
i
kel
i
hoodofengagementi
ncr
eases.Wi
nni
ngbusi
nessatt
hi
sl
eveli
susual
l
ypar
tofani
nt
egr
at
ed
campai
gn,adver
t
i
si
ngandper
sonalcont
act
.
•Mar
ketEducat
i
on-Thi
si
st
hef
ur
t
hestawayf
r
om pr
oductpushi
ngandi
spossi
bl
yofmosti
nt
er
esti
f
youar
eaHNW I
ndi
vi
duall
ooki
ngt
of
i
ndanadvi
sor
.HNW I
ndi
vi
dual
sar
ehungr
yf
ori
nf
or
mat
i
on.Anyone
whoi
mpar
t
sgenui
ner
el
evanti
nf
or
mat
i
oni
sgoi
ngt
obeofi
nt
er
estwhet
hert
hei
nf
or
mat
i
oni
sconveyed
atasemi
nar
,paneldi
scussi
on,vi
deo,webi
naroronFami
l
yBhi
ve,buti
tmustbeofgenui
neval
ue;not
j
ustpr
oductpush.I
ft
hati
nf
or
mat
i
oncomeswi
t
hachar
act
erandsomeper
sonal
i
t
y
,t
henasaHNWII
’
l
l
gett
owor
kwi
t
hsomeonewhoIl
i
ke,andknowst
hei
rst
uf
f
.Per
f
ect
.

www.
f
ami
l
ybhi
ve.
com

22

I
n
t
e
r
n
e
t
:
•Ever
yweal
t
hadvi
sorwi
l
lhaveawebsi
t
e,andmanymont
hsandconsi
der
abl
eexpensewi
l
lhavegone
i
nt
obui
l
di
ngi
t
.However
,whobui
l
ti
t
?Doesi
tj
ustl
ookpr
et
t
yorwor
se–i
si
tj
ustanonl
i
nebr
ochur
e?Or
doesi
tact
ual
l
ygener
at
el
eadsf
oryou?Thechancesofyouremai
l
sget
t
i
ngopenedf
r
om pr
ospect
sar
e
evenl
essi
nt
heweal
t
hadvi
sor
yspacet
hananyot
her
.Why?Becauseyourcont
enti
sof
t
endul
l
!
•Theopenr
at
eofanewsl
et
t
erf
r
om asi
ngl
ebr
andi
saboutonet
ent
hoft
heopenr
at
ef
r
om anaggr
egat
or
i
nt
hi
sspacewhopubl
i
shessever
albr
ands-suchi
st
hedi
sl
i
keofapr
oductpush.Fur
t
her
mor
ei
f
someonei
nt
er
est
edi
nabr
andf
oraspeci
f
i
cr
easonvi
si
t
st
hei
rwebsi
t
e,i
ft
heycannotf
i
ndwhatt
hey
ar
el
ooki
ngf
orwi
t
hi
n30seconds,heorshewi
l
ll
eave.Thei
nt
er
neti
sTHEsi
ngl
emostpower
f
ult
oolat
yourdi
sposal
,butonl
yi
fusedcor
r
ect
l
y
.
•Li
nkedI
nandTwi
t
t
ercannotbei
gnor
ed;t
heyar
et
ool
ar
geandt
ooi
mpor
t
ant
,butusi
ngt
hem pr
oper
l
y
i
saski
l
l
.Youneedt
oengagei
ndi
al
ogue,debat
esandshar
eyouropi
ni
on,notj
ustpr
oductpush.
Fur
t
her
mor
e,noonewant
st
oknowwhatyouhadf
orbr
eakf
ast
,unl
essyouar
eGeor
geCl
ooney
.
•Di
gi
t
almar
ket
i
ngati
t
sbestt
akespot
ent
i
ali
nt
er
estandconver
t
si
tt
hr
oughf
unnel
sofeducat
i
onand
nur
t
ur
i
ngi
nt
oact
uall
eadswi
t
hwhom youcanengagewi
t
h.Taki
ngadvi
cei
saboutbui
l
di
ngt
r
ust
,and
aswehaveseent
hatt
akesbet
ween5and12t
ouches.Thi
scanbedoneaut
omat
i
cal
l
yandi
nt
ui
t
i
vel
y
t
hr
oughdi
gi
t
almar
ket
i
ng.Thi
si
ssomet
hi
ngweatFami
l
yBhi
vear
eact
i
vel
yengagedi
n,andexper
t
s
at
,andar
eexpl
or
i
ngt
oseehowwecanf
ur
t
heruset
hi
samazi
ngf
or
m ofmar
ket
i
ngf
ort
hebenef
i
tof
al
lourmember
s.
Nextwewi
l
ldr
i
l
ldowni
nt
ohowt
heHNW I
ndi
vi
dualshoul
dengagewi
t
hanAdvi
sorandvi
cever
sa;t
hi
s
i
swhatIcal
ldel
i
ver
y
.Get
t
i
ngof
font
her
i
ghtf
ootcanmakeamassi
vedi
f
f
er
encet
obui
l
di
ngat
r
ust
ed
r
el
at
i
onshi
p;f
orbot
hsi
dest
oachi
evet
hei
rgoal
s.

www.
f
ami
l
ybhi
ve.
com

23

N
o
t
e
s
:

www.
f
ami
l
ybhi
ve.
com

24

6
.AC
u
l
t
u
r
eo
f
C
a
r
eD
e
l
i
v
e
r
y
Upunt
i
lnow,wehavecover
edset
t
i
nggoal
s,pl
anni
ng,gooduseofyourt
i
me,andhowt
ogett
her
e.You
nowhaveani
nt
er
est
edHNW I
ndi
vi
duali
ncont
actwi
t
hapr
ospect
i
veAdvi
sorofhi
sorherchoi
ce.
I
t
’
st
hi
spoi
ntt
hatI
’
dal
sol
i
keyout
ost
opr
eadi
ng,andj
ustsummar
i
sewhatyou’
vet
akenf
r
om t
hi
sshor
t
booksof
ar
.Hopef
ul
l
yyou’
vedi
l
i
gent
l
ywr
i
t
t
endownt
heact
i
onsf
r
om t
hevar
i
ousst
eps–att
hi
spoi
nti
t
’
s
t
i
met
obecr
eat
i
veandsummar
i
sewhatyou’
vel
ear
nt
,aswel
last
hi
nkal
i
t
t
l
el
at
er
al
l
yabouthowyoucan
st
andouti
nyourspace.
I
ti
snowt
i
mef
ort
heHNW I
ndi
vi
dualt
oconveyhi
sgoal
sandf
ort
heAdvi
sort
oLI
STEN.I
ft
headvi
sor
canassi
standt
heHNW I
ndi
vi
duali
sconf
i
dentt
headvi
sorcanassi
sthi
m orheri
ndel
i
ver
i
nghi
sorher
goal
st
hent
heyneedt
oengage.
The‘
poi
ntofdel
i
ver
y’andt
he‘
t
er
msofengagement
’i
st
het
i
mewhent
heHNW I
ndi
vi
dualandhi
s
Advi
sorar
ei
nconf
l
i
ct
.
Thi
si
snott
het
i
met
oabandont
heCul
t
ur
eofCar
e;f
arf
r
om i
t
.TheHNW I
ndi
vi
dualneedst
opayf
orgood
advi
ceandt
headvi
sorneedst
obef
r
ankandopenast
owhatt
hi
scosti
sl
i
kel
yt
obe.
Iam f
i
r
ml
yoft
hevi
ewt
hatt
hemor
et
i
meanAdvi
sort
akest
ogot
hr
ought
hesmal
lpr
i
ntoft
het
er
msof
engagement
,t
hel
esst
i
mewi
l
lbet
akenhaggl
i
ngandnegot
i
at
i
ngatt
heend.

H
N
WI
n
d
i
v
i
d
u
a
l
Gi
vent
hatr
et
ur
nsoni
nvest
ment
sar
e,over
al
l
,cur
r
ent
l
yl
ow,t
heHNW communi
t
yi
sact
i
vel
yl
ooki
ngat
wayst
ogener
at
egr
eat
erpr
of
i
t
s.Thi
smeans;
•Maxi
mi
si
ngr
et
ur
ns.SomeHNW I
ndi
vi
dual
sar
eoft
hevi
ewt
hatt
odot
hi
s,t
heyneedt
of
i
ndi
nvest
ment
s
wi
t
hahi
gheryi
el
d,andi
ndoi
ngsocoul
dal
sobet
aki
ngonahi
gherr
i
sk,aboutwhi
cht
heyneedt
oknow
t
hedanger
s.
•Mi
ni
mi
si
ngcost
s,whi
chi
ncl
udessqueezi
ngadvi
sor
sont
hei
rcost
s.
Thi
si
sasi
mpl
est
r
at
egy
,buti
sf
r
aughtwi
t
hdanger
s.Atat
i
mewhenyouwantt
ot
akeonhi
gher
r
i
skt
oachi
evegr
eat
err
et
ur
ns,youshoul
dnott
henbesqueezi
ngyouradvi
sor
s.Onceagai
ndon'
t
behar
dnosed-besmar
t
-Doyouknowwher
eyoucangetabet
t
err
et
ur
nwi
t
hl
owr
i
sk?
•Doyourr
esear
ch
Fami
l
yBhi
vemakest
hi
ssi
mpl
e,f
ol
l
owt
hei
nvest
mentmanager
sandadvi
sor
swhoi
nt
er
estyou,
l
ear
nwhatt
heyhavet
osay
.
•Spendj
ust15mi
nut
esadayr
eadi
ngwhatt
heexper
t
sar
esayi
ngandf
i
l
t
ert
hei
rnewsandvi
ewsont
o
yourhomepage.
I
fyouhavedoneyourr
esear
chyoucant
henappr
oachanadvi
sorwi
t
hspeci
f
i
cgoal
sandsuggestways
i
nwhi
cht
hesecanbeachi
evedandatwhatcost
.I
ft
heyar
edel
i
ver
i
ngwhatyouwant-payt
hem what
t
heywant
!
Wi
t
ht
hei
nt
r
oduct
i
onofRet
ai
lDi
st
r
i
but
i
onRevi
ewf
ori
nvest
mentmanager
s,t
heynowneedt
odi
scl
ose
cl
ear
l
ywhatandhowt
heyar
echar
gi
ng.

www.
f
ami
l
ybhi
ve.
com

25

Manyar
econsi
der
i
ngswi
t
chi
ngt
oat
i
mebasedsyst
em.Wor
koutwhet
hert
hi
si
st
oyouradvant
ageornot
.
Fi
ndoutpr
eci
sel
ywhatt
hef
i
r
mi
smeasur
i
ngandhowi
ti
sgener
at
i
ngi
t
sr
evenue.
Pl
acementf
ees,f
eeshar
i
ngar
r
angement
swi
t
hpr
oductvendor
s,'
r
et
r
ocessi
ons'
(
f
eeki
ckbacksf
r
om
banker
sorbr
oker
s)andot
hersuchar
r
angement
sar
econf
l
i
ct
sofi
nt
er
estandar
el
egal
l
yr
equi
r
edt
obe
f
ul
l
ydi
scl
osed.Somear
enowdr
essi
ngt
heseext
r
achar
gesasadvi
sor
yf
eessobewar
y
.
Howar
et
hest
af
fr
emuner
at
ed?Al
awyercoul
dber
emuner
at
edbyhi
sannualchar
geabl
ehour
s,t
he
i
nvest
mentmanagerbyAUM (
asset
sundermanagement
)
.Whati
sr
ewar
dedi
sencour
aged,buti
tmay
notbei
nyourbesti
nt
er
est
s.
-Whati
st
her
angeoft
heser
vi
cesof
f
er
ed?
-Ar
et
heyr
ewar
dedf
orcr
osssel
l
i
ng?
-Whati
st
heext
entt
hei
rnet
wor
ki
ngandmar
ket
i
ngact
i
vi
t
i
es?
-Whati
st
hear
eaofexper
t
i
seheorshewi
l
lwantt
opr
ovi
deyouwi
t
hasol
ut
i
onwhi
chi
sbasedonhi
s
orherexper
t
i
se?Thi
si
snotwr
ong,i
ti
shumannat
ur
e.Sobef
or
eengagi
nganAdvi
sorf
i
ndoutwhat
t
heyar
et
r
ul
ygoodat
.OnFami
l
yBhi
ve,t
hi
si
seasy-si
mpl
yf
ol
l
owt
hei
rnewsandvi
ewsonl
i
ne.
Doyourhomewor
kbef
or
ei
nst
r
uct
i
nganadvi
soranddonotbeaf
r
ai
dt
oaskquest
i
ons.

O
wn
e
ro
fa
nA
d
v
i
s
o
r
yB
u
s
i
n
e
s
s
Asaf
or
merl
awyer
,Ihaveaheal
t
hycyni
ci
sm aboutcont
r
act
s.Thet
er
msofengagementmaycl
ear
l
y
st
at
et
hatpaymentmustbemadewi
t
hi
n30days,buti
facl
i
entwasnothappywi
t
ht
heser
vi
ceorout
come,
i
tmayt
akeupt
osi
xmont
hsormor
ei
n'
l
ockupdays'
f
orabi
l
lt
obepai
d.Tr
ansl
at
edi
nt
oi
nt
er
estbei
ng
pai
donmoni
eswhi
chneedt
obebor
r
owedt
ocovert
hi
sl
ackofcashf
l
owcancosthundr
edsoft
housands
ofpoundst
oal
ar
gef
i
r
m.
Ter
msofengagementshoul
dbeanoppor
t
uni
t
yt
ot
al
kopenl
yabout
;
-Theval
ueoft
hewor
kt
obedoneandwhati
ti
sgoi
ngt
ocost
-Repor
t
i
ngont
hepr
ogr
essoft
hewor
kbei
ngdone.
-Thebenchmar
ksagai
nstwhi
chpr
ogr
essi
st
obemeasur
ed,(
seenextst
ep)
-Whatt
i
mel
yi
nt
er
vent
i
onwi
l
lbemadei
ft
ar
get
sar
enothi
t
-Howbadnewswi
l
lbecommuni
cat
ed
-Yourst
af
fneedt
ober
ewar
dedaccor
di
ngt
omoni
escomi
ngi
nt
ot
hebusi
ness
-Regul
art
r
ai
ni
ngi
sneededondel
i
ver
i
ngaCul
t
ur
eofCar
et
omakesur
et
hatol
dhabi
t
sdonotr
eemer
ge.

www.
f
ami
l
ybhi
ve.
com

26

C
l
i
e
n
tF
a
c
i
n
ga
d
v
i
s
o
ra
n
da
s
s
i
s
t
a
n
t
.
I
ti
sabsol
ut
el
yessent
i
alt
hatyouasacl
i
entf
aci
ngadvi
sororanassi
st
antt
akeani
nt
er
esti
nt
he
commer
ci
alnut
sandbol
t
soft
hebusi
nesst
owhi
chyouar
eempl
oyed.Obvi
ousasi
tmayseem t
oot
her
s,
i
fyourcl
i
entdoesnotpayf
oryourhar
dwor
k,i
nduecour
seyouwi
l
lnotgetpai
d,wi
l
lnotgetabonusor
pr
omot
i
onandi
ft
hi
si
swi
despr
eadt
hebusi
nesswi
l
lf
ai
landyouwi
l
lbeoutofaj
ob.
-Knowwhi
chyourf
i
r
m’
s‘
best
’
cl
i
ent
sar
e.
-Knowwhatyour‘
best
’
wor
ki
s.
-I
fyouf
eelt
heneedt
owr
i
t
eof
ft
i
meorcost
sf
orgoodwor
kononeofyour'
best
'
cl
i
ent
s-YOUARE
NOTMANAGI
NG YOURCLI
ENT'
SEXPECTATI
ONS!
-Don'
twor
r
yaboutl
osi
ngacl
i
entwhoi
sl
osi
ngt
hef
i
r
m moneyor
,qui
t
esi
mpl
y
,apai
n…
I
nt
henextpar
twe’
l
lbel
ooki
ngi
nt
ohowt
omai
nt
ai
nandr
et
ai
ngoodcl
i
ent
sandt
heski
l
li
nmeasur
i
ng
success,Thi
si
scr
i
t
i
calt
oi
ncr
easi
ngpr
of
i
t
syearonyearandi
nbecomi
ngar
ealsuccessbybui
l
di
ng
t
r
ust
edr
el
at
i
onshi
pst
hr
ougha'
Cul
t
ur
eofCar
e'
.

www.
f
ami
l
ybhi
ve.
com

27

N
o
t
e
s
:

www.
f
ami
l
ybhi
ve.
com

28

7
.AC
u
l
t
u
r
eo
f
C
a
r
eMa
i
n
t
a
i
na
n
d
r
e
t
a
i
n
.
Thi
si
st
hepenul
t
i
mat
est
epi
nt
hi
spr
ogr
am ofei
ghtst
epst
osuccess;i
ti
saboutget
t
i
ngont
her
i
ghtf
oot
wi
t
hyourcl
i
entf
r
om t
hever
yst
ar
tofourr
el
at
i
onshi
pwi
t
ht
hem andwor
ki
ngt
owar
dsat
r
ust
edr
el
at
i
onshi
p.
Wehavel
ear
nedi
nt
hepr
evi
ousst
epst
hata'
t
r
ust
edr
el
at
i
onshi
p'
cent
r
esona'
Cul
t
ur
eofCar
e'
,whi
ch
needst
obeat
wowayt
hi
ng.Thebestadvi
sor
sdonothavet
het
i
meori
ncl
i
nat
i
ont
ogi
vet
hef
i
vest
ar
t
r
eat
mentf
oranyoneot
hert
hant
hei
r'
best
'
cl
i
ent
s.I
fyouasaHNW I
ndi
vi
dualwanta'
Tr
ust
edAdvi
sor
'
youmustbea'
best
'
cl
i
ent
.
Thi
smeansknowi
ngwhatyouwant
,r
esear
chhowt
ogett
her
eandwhoyouneedt
ohel
pyoual
ongt
he
way
.Onceyouhavef
oundanadvi
sordon'
tnowabr
ogat
er
esponsi
bi
l
i
t
y
.I
ti
syourweal
t
handyouneed
t
omaket
hedeci
si
ons,anadvi
sori
st
her
et
ogui
deyou,nott
ot
akeover
.
ATr
ust
edRel
at
i
onshi
pcanonl
yf
l
our
i
shi
nanat
mospher
eofhonest
y
,t
r
anspar
encyandr
egul
ar
communi
cat
i
on.TheAdvi
sormustt
her
ef
or
epr
ovi
dehi
sorhercl
i
ent
swi
t
ht
het
ool
sdoso.
Remember
,your
espectwhatyoui
nspect
.

h
n
wi
n
d
i
v
i
d
u
a
l
What
everyourgoal
sar
e,i
fyouar
enotget
t
i
ngt
hepr
ogr
essr
epor
t
syoucannotseehowyouar
e
pr
ogr
essi
ngt
owar
dsyourmi
l
est
ones.I
fyouar
eget
t
i
ngr
epor
t
s,butdon'
tunder
st
andt
hem,t
hent
ake
t
i
me;askquest
i
onsunt
i
lyoudo.
Af
ewt
i
psf
orbui
l
di
ngat
r
ust
edr
el
at
i
onshi
p:
-Youradvi
sori
snotyourf
r
i
end,heorshei
si
nbusi
ness,
-I
fyouar
et
oodemandi
ngandar
enotoneoft
hei
r‘
best
’
cl
i
ent
s,naggi
ngandpest
er
i
ngwi
l
lsourt
he
r
el
at
i
onshi
pandyouwi
l
lnotgett
hebestoutofyouradvi
sor
-Beopenandhonestast
owhatyouexpect
-Taket
i
met
ounder
st
andf
orwhatyouradvi
sorwi
l
ldel
i
verf
ort
hef
eesyouar
epayi
ng.
Ever
yi
nvest
mentmanagerwi
l
lpr
ovi
deasummar
yr
epor
tofnetwor
t
handi
nvest
mentper
f
or
manceby
assetcl
ass,managerandi
ndi
vi
duali
nvest
ment
.Si
mi
l
arr
epor
t
sneedt
obepr
ovi
dedf
oryour
egar
dl
ess
ofwhatt
heydof
oryou.
Youneedt
ounder
st
andt
her
i
sksandcost
s;
-Taket
het
i
met
or
eadandunder
st
andt
heser
epor
t
sandcommentont
hem,yourweal
t
hadvi
sor
swi
l
lbe
f
arkeenert
okeept
hei
radvi
ceont
r
ackt
oachi
eveyourl
ongt
er
m goal
si
fyout
akeanact
i
vei
nt
er
est
.
-Compar
eoneAdvi
sorwi
t
hanot
her
.
-Takeanact
i
vei
nt
er
estt
hr
oughoutt
heyearnotj
ustatyearend.

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f
ami
l
ybhi
ve.
com

29

Wat
choutf
ort
hebenchmar
ksandmi
l
est
onesandmakesur
eyouunder
st
andt
het
ool
sofmeasur
ement
.
I
ti
ssadl
ynotuncommonf
orAdvi
sor
st
ohi
depoorper
f
or
mancebyswi
t
chi
ngbenchmar
ks,notabi
di
ng
byest
i
mat
esort
i
mef
r
amest
osui
tt
hei
rci
r
cumst
ances.Tomymi
ndanAdvi
sorwhot
r
i
est
opul
lt
hewool
overacl
i
ent
'
seyes,deser
vest
obesacked.
Under
st
andt
hatAdvi
sor
sdomakemi
st
akesf
r
om t
i
met
ot
i
me,butt
henobl
ewayofmaki
ngami
st
akei
s
t
osaysoupf
r
ont
.I
fdonewel
li
tcanact
ual
l
ydeepent
r
ustr
at
hert
hanweakeni
t
.

B
u
s
i
n
e
s
so
wn
i
n
gA
d
v
i
s
o
r
.
WhenIwasheadoft
heSi
mmons&Si
mmonspr
i
vat
ecl
i
entt
eam Ii
nsi
st
edonhavi
ngmont
hl
yr
epor
t
son;
-Thepr
ogr
essofeachmat
t
er
,nott
het
echni
caldet
ai
l
s,
-Thehour
swor
ked,bywhom,
-Thewr
i
t
eof
f
sand;
-Thespeedofpayment
.
Thi
sr
epor
twasavai
l
abl
ef
oral
lt
osee.Imadei
tmypol
i
cyt
oat
t
r
i
but
emyassi
st
ant
st
oanysuccessand
anycompl
ai
ntt
omysel
f
.
I
fapat
t
er
nofl
onghour
swasbei
ngwor
ked,numer
ouswr
i
t
eof
f
sorsl
owpaymentmyant
ennaewoul
dbe
al
er
t
ed.Iwoul
df
i
r
stt
al
kt
ot
heAdvi
sort
oaskwhyandt
osuggestasol
ut
i
on.Iwoul
dt
hent
al
kt
ot
hecl
i
ent
andni
net
i
mesoutoft
ent
her
ewasasi
mpl
el
ackofcommuni
cat
i
on,butat
i
mel
yi
nt
er
vent
i
oncoul
dusual
l
y
notonl
yputt
hi
ngsbackont
r
ack,butact
ual
l
ybui
l
dt
owar
dsabet
t
erandst
r
ongerr
el
at
i
onshi
p.
Theadvant
agesoft
hi
scont
i
nualdi
al
oguewer
e;
-Byt
het
i
met
hest
af
fappr
ai
salcamear
ound,mi
sunder
st
andi
ngshadbeeni
r
onedoutsot
heywer
e
posi
t
i
veandenj
oyabl
eoccasi
ons.
-Fort
hosewhower
ei
nt
hebot
t
om t
enpercent
,i
ft
her
ewasnol
egi
t
i
mat
er
eason,t
heyusual
l
yqui
et
l
yl
ef
t
-Ahappy
,compet
i
t
i
veandsuccessf
ult
eam,whocar
edf
oreachot
herandwor
kedhar
dt
ogett
hebest
t
r
ai
neest
oqual
i
f
yi
nt
oourdepar
t
ment
.Tot
hi
sdaywehaveanannualal
umniChr
i
st
masdi
nner
.

www.
f
ami
l
ybhi
ve.
com

30

C
l
i
e
n
tf
a
c
i
n
gA
d
v
i
s
o
ra
n
dA
s
s
i
s
t
a
n
t
s
.
Youmaynothaveal
lt
her
epor
t
syouneedt
ogett
hef
eedbackyoumayl
i
ket
oi
mpl
ementyourpl
anand
t
oadj
usti
nr
ealt
i
mewhatyouneedt
odot
ogett
her
e.Butdon'
tbeaf
r
ai
dt
omeasur
eandwor
konwhat
i
sunderyourcont
r
ol
;yourt
i
memanagementf
orexampl
e.I
fyouar
ebei
ngaskedt
ospendt
i
meonwhat
yout
hi
nki
sawast
eoft
i
me,t
henr
ecor
dwhoi
twast
hataskedyou,whyyout
houghti
twasawast
eof
t
i
meandt
heout
come.Thi
sr
esear
chmaybei
nval
uabl
eatyourappr
ai
salwhenyouar
easkedwhyyou
havenotdoneaswel
lasexpect
edofyou.
I
ti
snotal
wayseasywor
ki
ngf
oradi
f
f
i
cul
tboss,buti
ft
hati
st
hesi
t
uat
i
onyouar
ei
n,mywor
dofadvi
ce
i
scont
i
nuet
ot
hi
nkposi
t
i
vel
yandi
ft
hesi
t
uat
i
onbecomesi
nt
ol
er
abl
e,don'
tmoanabouti
twi
t
hot
her
s,
dosomet
hi
ngabouti
t
.Br
i
ngi
tupatanappr
ai
sal
,seeHR,andl
ookf
oranot
herj
ob.Makesur
eyournew
empl
oyer
sar
ecommi
t
t
edt
oaCul
t
ur
eofCar
e.

www.
f
ami
l
ybhi
ve.
com

31

N
o
t
e
s
:

www.
f
ami
l
ybhi
ve.
com

32

8
.AC
u
l
t
u
r
eo
f
C
a
r
eAt
r
u
s
t
e
d
r
e
l
a
t
i
o
n
s
h
i
py
o
u
ru
l
t
i
ma
t
eg
o
a
l
WhyhaveIf
ocussedont
hi
sCul
t
ur
eofCar
e?Becauseever
yonecanengagei
nacul
t
ur
eofcar
e,
whet
heri
ti
st
heHNW I
ndi
vi
dualwant
i
ngt
ogethi
gherr
et
ur
nsonhi
si
nvest
mentormakeadi
f
f
er
ence
t
hr
oughi
mpacti
nvest
i
ng,oranassi
st
ant
;a'
Cul
t
ur
eofCar
e'
i
sf
orever
yoner
egar
dl
essofl
evelorst
at
us,
andput
si
npl
acet
hebui
l
di
ngbl
ocksf
orat
r
ust
edadvi
sorr
el
at
i
onshi
p.
Theadvant
agesf
oraHNW I
ndi
vi
dualofaTr
ust
edAdvi
sorRel
at
i
onshi
p
-Youradvi
sorunder
st
andsyouandyourconcer
ns,soyoudonothavet
oexpl
ai
never
yt
hi
ng
ever
yt
i
me,especi
al
l
yt
hemor
esensi
t
i
vei
ssues
-Youcant
r
usthi
m orhert
okeepyourper
sonalmat
t
er
sconf
i
dent
i
alandt
oconveyi
nst
r
uct
i
ons
wi
t
houtdi
scl
osi
ngyouri
dent
i
t
y
-Youknowt
hear
easi
nwhi
chheorshei
sweakandwher
est
r
ongandcant
aket
hesei
nt
o
consi
der
at
i
onwhenseeki
ngf
ur
t
heradvi
ce.OneofourHNW I
ndi
vi
dual
ssai
d‘
Johni
sal
ways
t
oocaut
i
ousi
nhi
sj
udgement
.I
fhesaysmaybe,i
ti
sayes,i
fhesaysno,i
ti
samaybe,andi
f
heget
sangr
yi
ti
sa‘
no’
.
-Youradvi
sori
sal
wayst
her
et
oassi
st
,al
t
houghsomet
i
mesyoumayneedt
or
espectt
hehome
l
i
f
eandcommi
t
ment
sofyouradvi
sor
s
-Sol
vi
ngpr
obl
emscanbecomef
un
-Youcanbeyour
sel
f
;i
fyoudonotunder
st
andacompl
exi
ssue,i
ti
sO.
K.t
osayso
-I
fyouar
ebei
ngapr
at
,heorshei
sper
mi
t
t
edt
osayso
Theadvant
agesf
oranAdvi
sorofaTr
ust
edRel
at
i
onshi
p
-Yourbi
l
l
sgetpai
dpr
ompt
l
y
-Youar
ebr
oughti
nt
oamat
t
erf
r
om t
hest
ar
t
-Youropi
ni
onsar
er
espect
edandval
ued
-Youar
epr
i
vi
l
egedt
ohearsensi
t
i
vei
nf
or
mat
i
onandsecr
et
s
-I
fyoumakeami
st
akeyouar
ef
or
gi
ven,dependi
ngwhati
ti
sandhowyoudealwi
t
hi
t
-Yourcl
i
enthel
psyouwhenyouneedi
t
-Youcanenj
oysomeoft
hegoodt
hi
ngsi
nl
i
f
eonyourcl
i
ent-butdon'
tgett
oousedt
oi
t
,
r
ememberyouhavet
oaf
f
or
dyourownl
i
f
est
yl
ewhenyouar
enotwi
t
hyourcl
i
ent
s
Ihavesetoutt
hebenef
i
t
sf
orbot
h,becauseaTr
ust
edRel
at
i
onshi
pi
sat
wowayt
hi
ng.Justasi
ti
s
i
mpor
t
antf
ort
heHNW I
ndi
vi
dualt
ochoosehi
sorheradvi
sor
swel
l
,soal
soi
ti
si
mpor
t
antf
ort
heAdvi
sor
t
ochoosehi
sorhercl
i
ent
swel
l
.I
fyout
hi
nkacl
i
enti
sgoi
ngt
obenot
hi
ngbutt
r
oubl
eandwi
l
lunder
mi
ne
youatever
yt
ur
n,wal
kaway
,youdonotneedcl
i
ent
sl
i
ket
hat-i
fyouar
eanygood.
Her
ear
esomef
undament
aldi
f
f
er
encesbet
weenwhatconst
i
t
ut
esat
r
ust
edr
el
at
i
onshi
p,andone
t
hati
sn’
t
.

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f
ami
l
ybhi
ve.
com

33

Anadvi
sorwhoi
snott
r
ust
ed;
-Knowst
hepr
i
ceofever
yt
hi
ngandt
heval
ueofnot
hi
ng.
-Needst
oquot
er
ef
er
encesandaut
hor
i
t
yf
orhi
sadvi
ce
-I
sneveraskedf
orhi
sopi
ni
on
-I
spi
ckeduponever
ysmal
ldet
ai
l
-Spendsal
otoft
i
menegot
i
at
i
ngf
eesorchasi
ngf
orpayment
-I
sconst
ant
l
yconcer
nedast
ol
osi
ngt
hecl
i
entt
oanot
heradvi
sor
-I
sanxi
oust
hatt
headvi
cegi
venmaybewr
ong
Canyour
ecogni
seanyoft
heset
r
ai
t
si
nanyofyourr
el
at
i
onshi
ps?
At
r
ust
edr
el
at
i
onshi
pst
ar
t
swi
t
haCul
t
ur
eofCar
e.

AH
N
WI
n
d
i
v
i
d
u
a
l
-I
fyouradvi
sorhasputt
hemsel
vesoutf
oryou,r
ewar
di
t
.If
l
ewoutt
oseeani
mpor
t
antcl
i
ent
ver
ysoonaf
t
er9/
1
1,t
hecl
i
entwasver
ygr
at
ef
ulandgavemeaval
uabl
epi
ct
ur
et
ot
hankme
-I
fyoul
i
ket
hewaysomet
hi
ngi
sbei
ngdone–sayso
-I
fsomet
hi
ngi
snott
oyourl
i
ki
ng–sayso
-I
ft
her
ear
enott
hr
eet
hi
ngst
opr
ai
sef
orever
yonenegat
i
vecomment
,youwi
l
lpr
obabl
ynever
f
or
m at
r
ust
edr
el
at
i
onshi
pwi
t
ht
hatadvi
sor
-Youdonothavet
ol
i
keyouradvi
sor
,butdoi
ngsohel
ps,butdonotbecomebl
i
ndt
ot
hef
act
t
hatyoumayneedt
osackt
hem i
ff
oundt
obeunt
r
ust
wor
t
hyori
nf
l
uencedbypeopl
ewhoyou
donotwantt
odobusi
nesswi
t
h

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f
ami
l
ybhi
ve.
com

34

O
wn
e
ro
fawe
a
l
t
ha
d
v
i
s
o
r
yb
u
s
i
n
e
s
s
-Gai
ni
ngt
het
r
ustandconf
i
denceofyourst
af
f
,i
sj
ustascr
i
t
i
cali
nachi
evi
ngsuccessi
nyour
busi
ness,ashavi
nggoodcl
i
ent
s.
-Cel
ebr
at
esuccess,achi
evi
nggoal
sandmi
l
est
ones
-Remembert
hel
i
t
t
l
et
hi
ngs,howt
her
ecept
i
oni
stwel
comesaguestet
c
-Youknowt
hebi
r
t
hdaysofyourst
af
f
,wi
sht
hem ahappybi
r
t
hday
-Besympat
het
i
ct
oyourbestempl
oyees,andl
esssympat
het
i
cyourl
eastpr
of
i
t
abl
est
af
f
,make
sur
eyouknowwhi
chi
swhi
chonanobj
ect
i
vebasi
s
-Shoul
dert
hecompl
ai
nt
sandpassont
hepr
ai
sef
orsuccessest
oyourst
af
f
-Conductexecut
i
vewor
kshops,youwi
l
lbesur
pr
i
sedathowyourst
af
fcanassi
sti
nr
esol
vi
ng
busi
nessconundr
umsandt
heywi
l
ll
ovebei
ngi
nvol
ved

C
l
i
e
n
tf
a
c
i
n
ga
d
v
i
s
o
ra
n
da
s
s
i
s
t
a
n
t
-Lear
nt
ol
i
st
en,j
ustaswehavesai
dt
hatpr
oductpushi
sdi
sl
i
ked,soar
ei
nst
antanswer
swhen
t
hecl
i
ent
'
sci
r
cumst
anceshavenotbeenf
ul
l
yunder
st
ood
-Summar
i
sewhatyouunder
st
andar
et
hecl
i
ent
sobj
ect
i
ves,sot
hatt
her
ei
sno
mi
sunder
st
andi
ngl
at
er
-Nevercompr
omi
seyouri
nt
egr
i
t
y
,yourr
eput
at
i
onort
hegoodr
eput
at
i
onoft
hef
i
r
mf
orwhi
ch
youwor
kbybei
ngeconomi
calwi
t
ht
het
r
ut
horagr
eei
ngt
osomet
hi
ngyouknowi
swr
ong
-Lear
nhowt
ocommuni
cat
ebadnews,don’
tf
udge,dodgeorski
r
tar
oundt
hef
act
s,behonest
,
st
r
ai
ghtf
or
war
dandupf
r
ont
.I
fi
ti
syourf
aul
t
,sayso
-Remember
,l
i
t
t
l
et
hi
ngscount
.Ihadanassi
st
antwhoknewt
hatacl
i
entl
i
kedaspeci
f
i
ct
ypeof
cof
f
eeandwentoutofherwayt
ogett
hi
sf
orhi
m whenhear
r
i
ved.
-Maket
hemostoutofwhatyouhavegot–i
fyouhaveacopyofacl
i
ent
’
spasspor
tyouknowhi
s
orherbi
r
t
hday
,sendt
hem al
i
t
t
l
emessageorgi
f
t
-I
fsomeonei
nyournet
wor
khaspost
edanar
t
i
cl
ecommentoni
t
,
-Fol
l
owyournet
wor
k,maket
hem f
eelyoucar
e
-Lear
nhowt
ogi
veadvi
ce;t
el
l
i
ngacl
i
entwhatt
odomaynotgett
her
i
ghtr
esponse.Taki
nghi
m
orhert
hr
ought
heopt
i
ons,andengagi
ngt
hem atever
yst
epmaybemor
eappr
opr
i
at
e-you
maybet
heexper
t
,buti
fyoucannotcommuni
cat
eyourexper
t
i
se,youar
eofnomor
eval
ue
t
hanacl
angi
ngbel
l
.

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f
ami
l
ybhi
ve.
com

35

Ihaveonl
yr
eal
l
yscr
at
chedt
hesur
f
acei
nt
hi
sshor
tbook–I
’
l
lbeexpandi
ngont
hi
swi
t
hbooksand
semi
nar
si
nduecour
se.Iwi
shever
yoner
eadi
ngt
hi
st
hesuccesst
hey’
r
eduef
orbei
ngopent
o
i
mpr
ovement
,andpl
easel
etmeknowhowyougeton.I
ft
hi
shasbeenhel
pf
ul
,pl
easel
etmeknow
whi
char
easwer
eofmosti
nt
er
estandwhy
,andIwi
l
lt
r
yt
ocovert
hi
si
nf
ut
ur
enot
es.
Fami
l
yBhi
vemakesuccesseasy
,i
fyouwoul
dl
i
ket
of
i
ndoutmor
epl
easeheadt
owww.
f
ami
l
ybhi
ve.
com
andcheckoutt
headvi
sorpl
at
f
or
m.I
t
’
scont
i
nual
l
ybei
ngupdat
edandi
mpr
ovedt
of
aci
l
i
t
at
eyoursuccess.
Fami
l
yBhi
vebr
i
ngst
oget
herFami
l
yOf
f
i
ces,Ot
herHNW i
ndi
vi
dual
sandal
lweal
t
hadvi
sor
s.We’
r
e
bui
l
di
ngaf
ul
lecosyst
em f
orhowweal
t
hi
smanagedandt
hewayi
tcanbemadebestuseofandby
empl
oyi
ngt
hesef
undament
alpr
i
nci
pl
es,webel
i
evegl
obalchangescanbemadef
ort
hebet
t
er
.

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f
ami
l
ybhi
ve.
com

36