Several years ago, I was asked by a friend why would someone hire me. That really got me thinking. And so I sat down in my chair at home later that evening and over the next few days and started reflecting on and thinking about my career and the clients I have represented in order to answer my friend’s question at least in my own mind. I want to share with you my thoughts from then.

First and foremost I thought to myself I am very well technically trained in federal income and estate tax. And add to that I have been working in this area for over 38 years and been involved in almost every imaginable type situation. Taxes after all touch every financial decision we make. And nothing beats experience, and one can only gain experience over time. Those two factors are important and without them I really wouldn’t have any clients no matter how nice and well intentioned a person I am. I have been often told I’m hired to think and think through thoroughly, and that I’m very creative at solving issues. Time and time again these abilities have proven to be valuable to my clients. I was told this once in response to describing my work, “I solve puzzles.” That sounded right, and I believe I do it well. So must my current roster of my principal clients because they have been with me for several decades. That is not without reason.

But a lot of other people are well trained and are experienced, so I thought to myself, “what else makes me different.” Only one reason I thought to mysefl. I care, and my clients know I care.

What do I mean by “I care?” As I thought about it, I meant it in every sense. I think about my clients even when they don’t ask me to, and my only concern is for what’s best for them. I’m not interested and never have been interested in proving myself, and I really have no ego when it comes to solving a puzzle or otherwise advising a client. And I don’t pretend to know everything. Nobody does. There have been times where I have been presented with a puzzle to solve that involved something that I hadn’t previously encountered. I said so, but I also said that I will find out who has and get that person involved. Looking back, it is now clear to me that the client came to me knowing that I would solve the puzzle correctly as if it were my own problem even if it meant enlisting help. In other words, they know I care, they know I won’t pretend to know something I don’t know, that if I don’t know I will find out, and I will not ultimately recommend something that I don’t understand or that doesn’t make sense. Stated differently, they know I have their backs, and I will be their strongest advocate and not give up and will not lead them down a wrong path.

Much of the comfort clients have with me comes from the fact that I very much enjoy interacting with them, and I am always available because being their advisor is a part of my life. It’s not just a job. I’m always interested in what is going on in their lives and their business and am always a supporter. I am proud of their success, not jealous, for I know I have helped to some degree. Others may want more, but that’s enough for me.



Sincerely,