In a Nutshell: Growing your business -- especially during a crisis -- depends less on your ability to manage money that it does on your ability to become an important part of your client's story.

Guests: Arthur Ambarik CFP® is the CEO of  Perigon Wealth Management, which currently has $1.8 billion in AUM. Rachel Elson has recently transitioned from a career as a personal finance journalist to working as a Financial Planning Associate at Perigon.

My Key Takeaway: In order to make you and your services major players in your client's financial narrative:

• Do what other advisors don't. Find those pain points like helping family members or advising on a potential career change that fall through the cracks of old-fashioned advisory.
• Be your client's friend. And remember: friends do things for each other because they genuinely want to help, not because they expect something in return.
• Look outside the box when you're searching for talent. Money managers are a dime a dozen. Caring, curious, motivated people who are excited to learn the ropes are gold.

Also Learn:

1. Why Arthur and Rachel replaced traditional discovery summary letters with personalized financial narratives.

2. How your quality of service trumps your asset management when it comes to getting referrals and winning new business.

3. What Arthur has learned about balancing CEO-level responsibilities with client service responsibilities.