The best advice I ever got was from my district manager at The Equitable in West Palm Beach back in 1987. As a young stockbroker / insurance agent, I was proded to volunteer at our local hospital in order to get better accquainted with the facility and form relationships with some of the staff. I spent numerous late afternoons assisting in ourpatient surgery, helping people get discharged after their same-day medical ordeal.

Needless to say, I met a lot of people and made a lot of friends. I had originally thought thats the goal of this volunteer job was to help me enroll new people into The Equitable's 403b program and to serve the existing enrollees in hopes of doing additional business with them.

Now, looking back on my 28 years as a financial professional, what I really discovered was that people need to know how much you care before they care how much you know. I haven't stopped volunteering since. In business and life, it's still all about relationships.

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