Managing expectations is another one of John’s keys to success. In every meeting, he asks the client for their immediate and long-term expectations of him. He believes this is crucial in the financial services industry. “Conflict arises from unmet expectations. Having clear lines of communication and managing expectations are paramount to retaining clients for a long period of time. The reality is there are hundreds of thousands of people who do what I do.” He is proud that many of his clients consider him their most trusted adviser, even in areas he dose not work in directly. “Clients call me quite regulary seeking advice on areas outside mv area of expertise. Although I refer them to someone who can better serve their needs, it still makes me feel good that they would think of me as someone who can help them.”