In the first two Godfather movies, there is a character named Tom Hagen who is the consigliere to the family. The word means counselor or adviser to the boss. This special adviser is a close, trusted friend and confidant. He is devoid of ambition and dispenses disinterested advice.[1]
Pushing all images and references to the crime world aside, this role can be an invaluable relationship to a family. When I think of my best client relationships, this is how these clients use me in their lives.
This is most evident during best day and worst day moments. Wonderful moments like when an unexpected windfall comes their way or that big promotion comes through at work. Or those not so wonderful moments when a family crisis pops up unexpectedly and they want to bounce ideas off of someone before they make a decision or take an action. These are the moments where the advisory relationship is at the highest value to my client. The only way I can deliver in these moments is to be a consistent presence in their lives.
This is what motivates me the most. I work hard to earn the right to be the person that they think to call first when those best day or worst day moments occur. To be the ICE number in their phone. Good moment or bad moment, when I get those phone calls - that is when I know that I’m doing a good job.
Ask me what I do for a living and I’ll give you my compliance approved job title of Senior Associate First Financial Group, Financial Representative of Guardian Life and Registered Representative and IAR of Park Avenue Securities.
Ask me who I am for my clients: I’m their Tom Hagen.
Who is your Tom Hagen?
[1] https://en.wikipedia.org/wiki/Consigliere