Note: During months of extensive research into what makes an advisor succeed, we're discovering several significant facts and some fundamental conclusions about – about your business. In the end, your business is only as successful as your people skills. That's what this article is all about – people.

Why do it? Why spend time learning warm and fuzzy techniques? What could possibly gain when you improve your relationship-building skills? In numbers, what's the pay off in bottom-line terms? Look at this: One of our clients decided to change companies. His out-going manager predicted that very few of his clients would make the change with him. Wrong. Our client moved 97% of his clients, and he credits his relationships as the determining factor. Most of those people are paying fees.

• FACT: Your financial practice is a relationship business.
• FACT: Your business will thrive or wilt, depending on your ability to build stronger relationships.
• FACT: People like people who like them.
• FACT: You cannot build trust with someone who does not like you.

CONCLUSION: If you want to thrive in the financial industry, you must learn how to do three things:

1. Attract people you want to work with
2. Read people to learn how to connect with them
3. Make a meaningful and relevant connection with them

The research categorically proves that all A-level business takes place within a relationship. It should be obvious that relationships don't take root until you can quickly and effectively read people and build rapport with them – on purpose. Your business is all about people. (That's why we chose that name for our firm.)

Let's look at how this relates to you.