CHEMISTRY

“The meeting of two personalities is like the contact of two chemical substances: if there is any reaction, both are transformed.” – C.G. Jung, founder of analytical psychology.

In the simplest terms, chemistry is the way two individuals relate to each other. It isn’t just for the love-at-first-sight romance seekers. In fact, it is a critical component of any successful business relationship.

Of the six core characteristics which I believe a trusted financial advisor should possess – character, chemistry, caring, competence, cost-effective and consultative – chemistry is perhaps the most subjective. After all, we typically determine almost instantly if it exists or not and we can rarely put into words why it occurs with one person but not with another who on paper may register every bit as compatible.

In fact, social psychologists have identified many elements that influence interpersonal attraction, including: physical attractiveness, propinquity, responsiveness, similarity and reciprocal liking (“Interpersonal attraction,” 2010). According to these five most-studied factors, we apparently like those who live or work near us, are nice-looking and similar to us, as well as those who are responsive to us and who like us, too.

Whatever it is that makes us click with another individual let’s face it – you have to have chemistry with your financial advisor. You have to be comfortable enough with this person to share your hopes and dreams and even your fears.

In my experience, chemistry begins when you find an advisor with good listening skills. And that doesn’t mean someone who sits across the desk and continually nods like a bobble head doll when you talk. Really listening involves inviting you to open up, taking to heart what you say, asking relevant questions, and helping you place your goals or worries in context of the bigger picture.

As far as I’m concerned, that intangible, know-it-when-you-feel-it good chemistry serves as the foundation for cooperative problem-solving. That’s because feeling comfortable with each other enables us to ask each other questions and work together to find the right answers. I am confident that you are honestly sharing important information about your situation and you can trust that I am making recommendations that are in your best interest.

Finally, because the planning process requires some work and it’s a relationship that should ideally be long-term, it’s worth it to put the time and energy in upfront to ensure that the financial advisor you select is someone you like. Of course, you want an advisor with the expertise and skills to manage your wealth, but it sure helps if that person is also someone with whom you honestly enjoy talking.

Just as satisfaction with your co-workers affects your overall job satisfaction – and your overall happiness – so too, can an enjoyable relationship with your advisor positively impact both the planning process and your general sense of well-being.

Whether we realize it or not, chemistry plays a significant role in various areas of our personal and professional life. The following profiles share intimate details of how and why the individuals succeeded in their chosen fields. Very often the chemistry they experienced with another individual played a role in their eventual success. Who did you just click with?

Gordon J. Bernhardt,
CPA, PFS, CFP®, AIF®
President and Founder
Bernhardt Wealth Management, Inc.
www.BernhardtWealth.com

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